{"id":2139,"date":"2009-10-21T16:10:00","date_gmt":"2009-10-21T21:10:00","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2009\/10\/sales-dumb\/"},"modified":"2009-10-21T15:59:51","modified_gmt":"2009-10-21T20:59:51","slug":"sales-dumb","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2009\/10\/sales-dumb\/","title":{"rendered":"Sales Dumb"},"content":{"rendered":"<p>This is from the <a href=\"http:\/\/www.justsell.com\" target=\"_blank\">JustSell.com<\/a> crew \u2013 it is a description of things salespeople do to upset prospects.\u00a0 I found it quite comprehensive:<\/p>\n<blockquote><p>They (<em>Ed.-prospects<\/em>) don&#8217;t like it when&#8230;<\/p>\n<ul>\n<li>we&#8217;re pushy<\/li>\n<li>we call too much<\/li>\n<li>we&#8217;re &#8220;just checking in&#8221;<\/li>\n<li>we&#8217;re unprepared<\/li>\n<li>we&#8217;re disrespectful of their time<\/li>\n<li>we keep calling if they say they&#8217;re not interested<\/li>\n<li>we don&#8217;t respond fast enough<\/li>\n<li>we appear not to understand them, their industry, their situations, and their challenges<\/li>\n<li>we don&#8217;t work in their interest<\/li>\n<li>we don&#8217;t listen<\/li>\n<li>we don&#8217;t know about our own products\/ services<\/li>\n<li>we&#8217;re rude, arrogant, or inattentive<\/li>\n<li>we&#8217;re vague or unclear<\/li>\n<li>they&#8217;re made to feel like they&#8217;re interrupting us<\/li>\n<li>we seem like we&#8217;re &#8220;just trying to sell them something&#8221;<\/li>\n<\/ul>\n<\/blockquote>\n","protected":false},"excerpt":{"rendered":"<p>This is from the JustSell.com crew \u2013 it is a description of things salespeople do to upset prospects.\u00a0 I found it quite comprehensive: They (Ed.-prospects) don&#8217;t like it when&#8230; we&#8217;re pushy we call too much we&#8217;re &#8220;just checking in&#8221; we&#8217;re unprepared we&#8217;re disrespectful of their time we keep calling if they say they&#8217;re not interested we don&#8217;t respond fast enough we appear not to understand them, their industry, their situations, and their challenges we don&#8217;t work in their interest we don&#8217;t listen we don&#8217;t know about our own products\/ services we&#8217;re rude, arrogant, or inattentive we&#8217;re vague or unclear they&#8217;re made to feel like they&#8217;re interrupting us we seem like&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2009\/10\/sales-dumb\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[9],"tags":[267,1749,211,142,34],"class_list":["post-2139","post","type-post","status-publish","format-standard","hentry","category-sales-techniques","tag-sales-approach","tag-sales","tag-sales-skill","tag-sales-technique","tag-selling"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-yv","jetpack-related-posts":[{"id":2309,"url":"http:\/\/selectmetrix.com\/blogs\/2010\/04\/big-personalities-in-selling\/","url_meta":{"origin":2139,"position":0},"title":"Big Personalities In Selling","author":"Derrick Moe","date":"April 14, 2010","format":false,"excerpt":"We\u2019re an assessment company so you can imagine how adamant I am about assessing candidates (not just for sales positions either).\u00a0 However, in sales it is crucial to use assessments to cut through the sales candidates\u2019 well-developed social skills.\u00a0 Unfortunately, many assessment tools focus on personality only which is not\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":805,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/04\/smoke-screen-objections\/","url_meta":{"origin":2139,"position":1},"title":"Smoke Screen Objections","author":"Derrick Moe","date":"April 6, 2007","format":false,"excerpt":"Smoke screens are moves prospects use on salespeople that appear to be reasons for not moving forward with a deal. Many times these smoke screens sound something like this: We're going to take a look at all options. We need 3 quotes before deciding. We need to think it over.\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":23153,"url":"http:\/\/selectmetrix.com\/blogs\/2019\/03\/the-shrinking-attention-span-vs-relationship-sales\/","url_meta":{"origin":2139,"position":2},"title":"The Shrinking Attention Span vs. Relationship Sales","author":"Derrick Moe","date":"March 22, 2019","format":false,"excerpt":"Here is a problem I have seen developing in sales over the past 10 years - shorter attention spans in salespeople having to deal with longer sales cycles. First, some background from a quick American Management Association: Whenever I teach students, I tell them, \u201cYour chance of being successful has\u2026","rel":"","context":"In &quot;Sales Techniques&quot;","block_context":{"text":"Sales Techniques","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-techniques\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2019\/03\/Stopwatch.png?fit=560%2C315&resize=350%2C200","width":350,"height":200,"srcset":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2019\/03\/Stopwatch.png?fit=560%2C315&resize=350%2C200 1x, https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2019\/03\/Stopwatch.png?fit=560%2C315&resize=525%2C300 1.5x"},"classes":[]},{"id":488,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/12\/disqualifying-prospects\/","url_meta":{"origin":2139,"position":3},"title":"Disqualifying Prospects","author":"Derrick Moe","date":"December 7, 2006","format":false,"excerpt":"Selling entails many skills and aptitudes, but one thing that is often overlooked is the ability to disqualify prospects. Selling Power offers up this article - How to Disqualify Leads - which provides a thorough explanation of techniques. First, a great image that I have not heard used in this\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":194,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/07\/top-10-sales-killers\/","url_meta":{"origin":2139,"position":4},"title":"Top 10 Sales Killers","author":"Derrick Moe","date":"July 28, 2006","format":false,"excerpt":"CareerBuilder put out a well-written newsletter this week that I am still trying to find time to read. This article by Tom Hopkins provides 10 fundamental sales points that apply to all selling situations. My favorite: Sales Killer #5: Lack of a qualification system. A certain percentage of the people\u2026","rel":"","context":"In &quot;Hiring Salespeople&quot;","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2054,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/06\/adjusting-a-sales-process-for-this-recession\/","url_meta":{"origin":2139,"position":5},"title":"Adjusting A Sales Process For This Recession","author":"Derrick Moe","date":"June 15, 2009","format":false,"excerpt":"The thought of retiring is going to be a novel idea in the near future, at least according to a new abcnews.com poll.\u00a0 In a recent survey of Americans (my bold): Half the population in this new ABC News poll thinks both job security and retirement prospects in the years\u2026","rel":"","context":"In &quot;Hiring Salespeople&quot;","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2139","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=2139"}],"version-history":[{"count":1,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2139\/revisions"}],"predecessor-version":[{"id":2140,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2139\/revisions\/2140"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=2139"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=2139"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=2139"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. The path to wp-cache-phase1.php in wp-content/advanced-cache.php must be fixed! -->