Part of what I do in our company is ride around with sales reps on sales calls.\u00a0 The goal is to get market information that isn\u2019t easily discovered \u2013 how the prospects view the solution, what degree of buzz words are incorporated, what stalls and objections occur most frequently, etc.\u00a0 You never learn more about a sales position than when you are in the trenches with the salespeople.<\/p>\n
That being said, I came across this article in SalesHQ.com<\/a>.\u00a0 The format is a theoretical construction of a mistake-ridden sales call.\u00a0 The article is a bit exaggerated, but not by much.\u00a0 The concluding exchange is priceless:<\/p>\n \u201cWell,\u201d<\/em> Arnie responded, \u201cI understand that your business has used Sure-Fire Pest Control Company for the last few years. As you know, I represent Ultimate Protection Pest Control. This seemed like a good time for me to come and talk with you.\u201d<\/em><\/p>\n \u201cWhy now especially?\u201d<\/em><\/p>\n \u201cOh, because I\u2019m sure you\u2019ve read the newspaper stories about the lawsuit a local restaurant filed against Sure-Fire Pest Control. Radio and TV covered the story too, so it\u2019s unlikely you missed it. The restaurant lost its sanitation rating because customers complained of rats and roaches running under the tables. I\u2019m sure you don\u2019t want to do business with Sure-Fire any longer.\u201d<\/em><\/p><\/blockquote>\n I believe it is Emeril Lagasse who likes to say \u201cBam!\u201d\u00a0 Here is the Bam! from the author:<\/p>\n Not only is mistake number five more common than you\u2019d guess, it is also a colossal blunder. Citing bad news about your competitor will not gain positive ground for you. The opposite happens. Why? It appears that your company has no clear advantages to offer, because you haven\u2019t mentioned them yet. If your only benefit is that someone else is worse, you\u2019re doomed to lose the sale.<\/strong><\/p><\/blockquote>\n Absolutely right.\u00a0 The prospect\u2019s first thought is that you do not have anything better to offer.\u00a0 I call it a vulture move \u2013 you are slowly circling a carcass hoping for an easy meal.\u00a0 If your salespeople are incorporating any aspect of this move, you need to put an end to it immediately.\u00a0 I observed a sales call where a salesperson in a highly-competitive market attempted just such a move.\u00a0 I instantly observed the prospect turning on their mental screensaver as they simply waited out the remainder of the time allotted to the call.<\/p>\n","protected":false},"excerpt":{"rendered":" Part of what I do in our company is ride around with sales reps on sales calls.\u00a0 The goal is to get market information that isn\u2019t easily discovered \u2013 how the prospects view the solution, what degree of buzz words are incorporated, what stalls and objections occur most frequently, etc.\u00a0 You never learn more about a sales position than when you are in the trenches with the salespeople. That being said, I came across this article in SalesHQ.com.\u00a0 The format is a theoretical construction of a mistake-ridden sales call.\u00a0 The article is a bit exaggerated, but not by much.\u00a0 The concluding exchange is priceless: \u201cWell,\u201d Arnie responded, \u201cI understand that… 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_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_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","enabled":false},"version":2}},"categories":[9],"tags":[1434,1435,1431,1433,1432,1033],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-yR","jetpack-related-posts":[],"_links":{"self":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2161"}],"collection":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=2161"}],"version-history":[{"count":2,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2161\/revisions"}],"predecessor-version":[{"id":2162,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2161\/revisions\/2162"}],"wp:attachment":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=2161"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=2161"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=2161"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}