Home › acceptance › Salesmen Beware in Business and at Work

Salesmen Beware in Business and at Work

Posted on Posted in acceptance, accountability, customer, customer service, engagement, entrepreneur, leadership, marketing, networking, reputation, responsibility, sales, selling, strategy, success Tagged with , , , , , , , , , , , , , ,

As a salesman’s daughter and a business owner, I’m especially appreciative of great sales and customer service professionals when I encounter them as a customer and/or a prospective customer.  Those shining gems make up for experiences like I had this weekend when my interest was piqued in potentially purchasing a large-ticket item that we’re already planning on buying sometime in 2013.

  • The experience started on Saturday with a flashy marketing piece.  I usually ignore such pieces, but I thought it would be fun for Noah on the way to have lunch with our family to stop in, see which prize we won from the promotional piece (a $5 gift card, which Noah was thrilled to receive), which would also give Joel and me a chance to check out our product choices.  We did not have time to stay long, but we grabbed a salesman’s card and indicated our interest in a particular product.
  • Once we arrived home later in the day on Saturday, I emailed the business for the price on the product as we got ready to attend a St. Patrick’s Day early potluck dinner with friends.  The business called back, and instead of giving me the price, told me that I could evaluate the product further in-person on Sunday and place a bid.  A bit odd, but it piqued my interest a bit further.
  • I stopped by the business again mid-afternoon today (Sunday) and spent the better part of an hour evaluating the product.  Joel and Noah joined me, and we sat down with the salesman.  He had a form filled out with the product we were interested in, and it had a price on it about 40% more than what I planned on bidding.  We were confused, but not really.  “Why didn’t you tell me the price over the phone?”  I asked.  “I’m willing to pay about 40% less.”  The salesman was a bit taken aback.  “Well, that’s too low,”  he replied.  No problem.  “Okay, I don’t want to waste your time and mine, thank you,” I said, with the full and authentic intention of leaving.  The price wasn’t meeting my needs, and I was perfectly fine with that.  I was ready to walk away, and in fact wanted to get home to get to my to-do list, which included writing my weekly blog post.
  • The salesman, however, was determined to meet his needs and the needs of the business, and proceeded to explain to me why the product was priced 40% above my needs.  Again, I agreed with him.  “I understand your position,” I continued and reiterated.  “That price doesn’t meet my needs.”  He then started to explain that the product might be gone tomorrow. “I’m okay with that,” I reiterated.  Salesman persisted.  “If I were to get your price approved, would you be prepared to buy the product today?”  he persisted.  “No,” I replied firmly.  I don’t buy this type of item the same day.  I need to think about it overnight and do my diligence.”

The salesman was a bit flummoxed, but I was not.  I was clear about what my needs were and how to meet my needs, even in my position as customer.  I was clear that we did not have a needs match, but Salesman was not.  Dad’s coaching (and subsequent sales training I have received elsewhere) continues to ring true:  listen for what the customer needs, and meet and/or exceed those needs.

And if you can’t meet her needs:  recommend another product resource and let her leave with her family, so she can enjoy the rest of her Sunday.

Salesmen:  beware of your customers’ needs, in business and in work.  Your customers will show their gratitude with their purchases, their referrals, their repeat business – and their blog posts, singing your reputational praises rather than mourning your lack of needs alignment.

Happy hunting this week, y’all!