A Love Letter To My Sales Team
Posted on 20 July 2010
Let me share a quick story with you. Right now I am looking for a company to commission an assessment report. Company A, thinks that any day now I am going to sign with them. Meanwhile I have been evaluating Company B.
Company B has come out as a favorite, but by only a couple points. I was able to negotiate with Company B down to what Company A wanted to charge me. Because Company B costs the same and I believe they would do better (but only slightly), I am going to go with Company B.
Can anyone tell me what Company A is doing wrong? Don’t answer, it is a rhetorical question and if you answer you probably shouldn’t be in sales.
What Company A is doing wrong:
1. Company A has not picked up the phone every single day to find out where I am in the process
2. Company A has not asked me if I was speaking to another company
3. Company A has not asked me what the other company wanted to charge me and what I feel are the differences between the two
4. Company A has not tried to make me an offer I cannot refuse
Please please please, do not act, think or be like Company A. The deal is worth $10,000.
Interesting, how many of us make the same mistakes?
Good Experience……… I think Company A newly entered in the market. but the mistakes done by the company A are really big mistakes which is not accepted in the corporate sector.
Very good reminders. That "extra touch" seems to be missing in every aspect now; for something as critical as sales it is essential for the client to feel that interest.
The mistake of Company A is for them not exerting much effort to convince you in hiring their services. Most cases, the company is good but the sales area is bad.
What about company C?
Company C sounds like something from the Army. Sorry bro, I don't do the army.
What was that about? :O
What do you mean?
Tom, absolutely true, especially when it comes to technology companies. Most of the time the CEO is not a sales person.
You need to stay aggressive Abe, you are very right about that. Most of the time people don't realize how close they are if they would have just went the extra mile.
Your absolutely right. Personal contact and proven business ethics seem to be a lost art with new age technology companies.
In sales, there is follow up and follow through. If you don't know the difference, you are probably company A.
where do you border on bugging the crap out of them though? Where is that line?
Well that my friend is what separates the top sales people from the annoying ones. Amazing sales know how to be persistant but authentic at the same time. The person being sold, wouldn’t find the persistance annoying if they are dealing with a pro. Read this book called “People Buy You”. They cover “likability”, which I believe is vital to being able to be persistant instead of annoying.
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t here!