Time for another quick hit. It's a new month a new chance to excel. I actually have a question for any business owners or decision makers who read this: As I have mentioned before, I have been a lifelong sales professional (not salesperson-there is a difference). My question is very simple, and if it does not apply to you, please don't take it personally. It really is a curiosity- Is there any particular reason why you have to wait till the end of the month to make a decision? Now, most months, I've already hit my goals and just cruising into the next month once the last day of the month hits; however, there are time when I, along with about 3/4 of all the salespeople in the world, are trying to hit some particular number at the end. Do you, the "DM" feel that by waiting until the last day, that you will get the best deal, or (seriously) do you just enjoy seeing the reps squirm? I have actually had a few tell me that they do, so this question isn't coming out of left field.
For those of you who aren't either in sales or a DM, I am hoping that any responses this entry receives will give you some insight into both the sales mentality, and decision makers motivation. People who are in sales aren't generally held in high regard, either neither by their employer nor by the general public (look deep into yourself, and tell me I'm wrong), but you have to realize we are human beings. We are out there trying to provide for our families, same as the factory worker, secretary, or doctor. Think about this for a second- the average salesperson closes 25% of their prospects, the successful ones-33%. So that means, on average, the best guys are being told "NO" 2/3 of the time! Using me as an example, if I call 100 businesses in a day, I may generally get the chance to honestly sell 4-6 of them. Of those 4-6 that I actually get to a DM and that DM listens to me, 2 will buy.
I'm not writing this to garner sympathy, rather just to make everyone think. Everyone thinks they can sell, but sales is NOT for everybody. It takes a unique individual to choose, and in my case, enjoy this profession. However, I want to dispel any illusions about this being an easy life or profession. So, to get back to my original question, I will create a poll, and I encourage comments from everybody, no matter what end of the spectrum you are on.
So much for this being just a quick hit!
Christien, daddy loves you and misses you! Things are in motion, mi hijo. I keep praying God will allow us to be together soon. Remember, beauty comes from the inside, and you have always been my beautiful baby boy. I love you.
Although I am not in charge of any purchases at my job, I work directly under the owner. You, truely do have a tough job, I know, if even half of businesses handle sales like this one. You see, part of my job is answering the phone, and making sure he is not bothered with sales calls. Don't get me wrong, we have sales reps we deal with from companies that we frequently use, but new ones? nope, he won't talk to them. Even if one should happen to show up in person, he won't buy. There was one persistant man that kept coming in from a supply company, he was a younger guy, probably in college or just out of it, but his persistance impressed my boss in that he finally gave him a chance. Now that man is his first call. So I can understand where the question comes from. I hate, and I mean hate telling these people that they can not talk to him but can leave a message because I know he is not going to return the call.
ReplyDeleteThank you Tonya. Your insight is exactly the type of response I'm looking for. I can't tell you the number of clients who told me "I'm only talking to you because you were so persistent". Persistence pays. However, in your case, you also need to make sure the sales rep is kind to you. A lot of these guys are taught to dismiss the "gatekeeper", when in reality, there is a very valid reason you have that title. As a rep who deals with gatekeepers daily, thank you for trying to stay kind and sympathetic.
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