I was talking to a colleague yesterday about an encounter she had with a young salesperson. My colleague, let’s call her Carol, and I were co-presenters at a networking event and met the salesperson there. After the event, the salesperson, I’ll call her Sue, called Carol.
In the phone call, Sue didn’t say anything about Carol’s presentation nor did she ask Carol anything about herself. Instead, she spent the whole time talking about herself and her business. Well, as you can imagine, Carol was immediately turned off both by Sue and her company.
I’m sure because Sue is young she doesn’t know better. I would surmise that she didn’t receive any sales etiquette training, which is too bad. While she may be a very nice person who is very knowledgeable about her products, she probably isn’t having much success getting many new clients.
What could Sue have done differently to have more success with Carol? I bet her first mistake was eagerly collecting business cards at the event and not later writing information about each person on the back of the card. So, even though Carol was a co-presenter I bet Sue hadn’t noted or remembered that and therefore missed an opportunity to compliment her on the presentation. She saw a name, a number and thought “prospect”.
Her second mistake was not looking at Carol’s website and/or LinkedIn profile to learn more about her business and possibly her personally. This is key to having things to talk about with a prospect and to position your product or service to address the prospect’s needs.
Sue’s last mistake was to spend the entire call talking about herself and her products. A good salesperson knows to listen more than talk and to show a sincere interest in the other person.
Poor Sue. I feel for her. She needs some training. Hopefully she gets it and learns sooner than later how to interact with clients.
Have you been a victim of a bad salesperson? Feel free to share the details with me. Just change the names to protect the guilty.
Advisors: The Power of Technology Only Works Through Teamwork
Munis Keep Rolling Along
The Periodic Table of Investment Returns Can Cure Investment FOMO
Sales is All About Psychology
The Truth: Introverts and Extraverts Are Wired Differently
Everything You Need to Know About Solar Panels
6 Tips to Better Work With Your IT Department
Just Another Manic Monday
The Four-Year College Degree on a Budget
Equities11 hours ago
Development11 hours ago
How to Get Your Network Working For You
Development12 hours ago
7 Things Advisors Need to Know About Succession Planning
Let's Solve It1 day ago
Do the Recent Trade Tensions Matter for the U.S. Economy?
Research1 day ago
What Every Investor Can Learn From Buffett’s $4.3 Billion Mistake
Insights1 day ago
China’s Looming Current Account Deficit Will Have Consequences for Us All
Research2 days ago
Trump’s Trade War Is Good for These 3 Dividend Stocks
Development2 days ago
The Truth About Getting to the Next Level as an Advisor