{"id":6157,"date":"2014-10-29T12:16:00","date_gmt":"2014-10-29T12:16:00","guid":{"rendered":"https:\/\/websitedemonow.com\/profitpro\/sales-advice-how-not-to-sell-to-a-business\/"},"modified":"2022-06-07T13:28:47","modified_gmt":"2022-06-07T13:28:47","slug":"sales-advice-how-not-to-sell-to-a-business","status":"publish","type":"post","link":"https:\/\/websitedemonow.com\/profitpro\/sales-advice-how-not-to-sell-to-a-business\/","title":{"rendered":"Sales Advice: How NOT to Sell to a Business!"},"content":{"rendered":"
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This is a guest blog post written by Andrea Hewett, Social Media Business Director <\/em>
\n<\/em>for Holt Marketing and Management Services, Inc.<\/em><\/p>\n

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\"\"I had a recent experience that left me a little concerned and caused me to write this post. I am not one to get upset too easily by sales calls\u2026I take the time to at least hear what people are offering before dismissing them\u2026you won\u2019t know if what they are offering is a game changer if you don\u2019t!<\/p>\n

However, I’m seeing a growing trend of salespeople trying the best “tricks” to get around the gatekeeper. While in some cases it is imperative to speak with C-Level to make your case; when you are making a sales call, it is just as important to listen to the person on the other end of the line to ensure that you aren\u2019t missing vital information that can help you make your sale.<\/p>\n

The Situation:<\/b><\/h2>\n

I received a phone call from a cleaning company; I will call them OBLIVIOUS CLEANING CO. The conversation went a little something like this:<\/p>\n

OBLIVIOUS:<\/b> Do you have a cleaning service and are you happy with them?<\/p>\n

ME:<\/b> Yes. I\u2019m not entirely sure that we are happy with the current service (which is true) but the person who handles those decisions is out of the office (also true).<\/p>\n

OBLIVIOUS:<\/b> When would be a good time to call?<\/p>\n

ME:<\/b> They should be back in the office tomorrow.<\/p>\n

OBLIVIOUS:<\/b> What is the name of the person who handles these decisions?<\/p>\n

ME <\/b>(hesitantly):<\/b> That would be Decision Maker<\/span> (*my first mistake) BUT DO NOT ASK FOR THIS PERSON DIRECTLY, THEY ARE VERY BUSY AND DO NOT LIKE TO BE INTERRUPTED WITH SALES CALLS. Make sure you tell the person who answers the reason for your call and ask if the person in charge is available.<\/p>\n

OBLIVIOUS:<\/b> I will make note of that, thank you. And what was your name?<\/p>\n

ME <\/b>(also, hesitantly\u2026especially since I ALWAYS answer the phone with my name):<\/b> Andrea (*my second mistake)<\/p>\n

So you are probably thinking: Why would you be mad? Those are two rookie mistakes<\/em> (giving out your name and that of the person in charge to a salesperson). Here is why:<\/b><\/p>\n

The Prologue:<\/b><\/h2>\n

I have discussed, on more than one occasion, with our Decision-Maker (DM) their dissatisfaction with the cleaning we had received from our current service. I knew it was starting to be irksome, that the DM had reported it to our current company and had given them additional chances to make up for it. I also knew that the DM had considered looking for a new service. I was fairly confident that, eventually, this salesperson might have a good shot at getting their foot in the door.<\/p>\n

I am also aware of how busy the DM is right now. I know that they are considerate of good ideas and services but that they do not have the time to receive a constant barrage of sales calls but opt, instead, for a message in which they can contact the company back when they have time available. Just because the decision maker doesn\u2019t take your call, it doesn\u2019t mean they won\u2019t get back with you!<\/b><\/p>\n

*The Mistakes:<\/b><\/h2>\n

I don\u2019t necessarily agree that giving out names is a mistake when faced with a product or service you might<\/em> utilize. I feel my mistake with giving out names was two-fold:<\/p>\n

1. As I said before, I always state my name when I answer a phone call\u2026I should have realized when they asked me for my name that they were not really listening to me and therefore, couldn\u2019t provide customer service in even the simplest form.<\/p>\n

2. I shouldn\u2019t have taken for granted that they would actually listen to what I was saying to them OR that they had common sense when it comes to basic sales etiquette. In giving a name, I was giving them the opportunity to send a mailer or drop off a coupon (to personalize the experience)\u2026what they took from it was nothing short of shocking (and not in a good way).<\/p>\n

The Horrifying Results:<\/b><\/h2>\n

OBLIVIOUS called the next day and asked directly for DM, stating that I referred them to ask for DM specifically (lies). DM said that we had another company coming in and that we were fine for now. OBLIVIOUS continued trying to sell the DM (I know, because my office is directly across from DM\u2019s and I heard DM say several times, \u201cwe\u2019re fine for now\u201d before hanging up the phone because OBLIVIOUS wouldn\u2019t let DM get back to work). Needless to say, DM was upset with me for giving out DM\u2019s name and not taking a message; and I was upset with OBLIVIOUS for taking advantage of my generosity, and my attempt to provide DM with a choice our company might have benefitted from.<\/p>\n

You would think that was bad enough BUT LATER THAT DAY\u2026<\/b><\/h4>\n

A representative from OBLIVIOUS walked in the door and tried to hand me a card from their company, asking if we would consider a quote. I said, \u201cActually someone from your company called and upset the DM because they wouldn\u2019t listen, so I think we\u2019re fine for now.\u201d He laughed nervously, said \u201cOh, okay\u201d and turned around and left with his card.<\/p>\n

\u2026OR SO I THOUGHT<\/b><\/h4>\n

I told DM what had happened and DM said that OBLIVIOUS did leave a card with another employee who brought it to DM (which means that OBLIVIOUS had to have come back in after I retreated to my office!)<\/p>\n

The Moral:<\/b><\/h2>\n

This could have been a good experience for all parties involved if OBLIVIOUS would have listened to me when I forewarned them not to interrupt DM. OBLIVIOUS could have offered both value and good customer service by dropping off a packet or sending a mailer.<\/p>\n

The gatekeeper usually has a very good handle<\/b> on what their Decision-Maker\u2019s schedule and preferences are: ignoring them is like ignoring the person you are trying to make a sale to! If you want to make a sale, you need to know what the customer wants, not try to force your own beliefs onto them!<\/b><\/p>\n

When I call and the gatekeeper asks if they can take a message and that the DM doesn\u2019t like to receive voicemail, I don\u2019t refuse to talk to the gatekeeper! I give a brief message about the reason for my call or ask if they prefer I send something in another format. Just remember, the gatekeeper is a person too, one that the DM trusts to answer their calls, the DM more than likely trusts the gatekeeper to transfer who they think are worthwhile\u2026so be worthwhile!<\/b><\/p>\n

What are your sales horror stories? Please comment and share… we love hearing from you! If you would like to know more about the best sales tactics, please contact us here<\/span><\/a>, connect with us on social media (click the links below) or call 989-791-2475.<\/em><\/span>
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