This week has been a challenge for me. I’ve found myself in many situations where I’m being “sold to” but the person doing the selling is not forthcoming with the information I really need (even after I tell them what that is) or they seem to think I’m lacking intelligence. So, instead of writing a long blog about how frustrated, aggravated, and disgruntled I am, I’ve decided to tell you exactly what you need to do to increase your chances of a sale to me. And surely I’m not the only one who thinks this way.
- Start with an assumption that I at least have some level of intelligence. Speak to me like an adult who has the ability to listen, understand and reason.
- Just because I am in a certain demographic, please make allowances for at least some individual uniqueness. Please, when you discover that I am different, don’t try to fit me back into the mold to suit your selling process. Be flexible and listen when I speak.
- Please give me the facts – up front. I’m all for introductions but if I have to scroll more than once or listen to you for more than 2 minutes in the sales call, you’ve lost me. Give me what I need to know: what you offer, why I might need it and how much. Then if I’m still with you, you can fluff it up and/or answer my questions as needed.
- As you give me the facts, when it gets to price, understand that I believe there is a fine line between asking for what you’re worth and being greedy. I will not buy from greedy people – even if you offer the perfect product. Note: I’m okay with it taking a little longer for me to make my fortune because I know I am charging a fair rate. I like to deal with people who think along the same line.
- Understand that when I say – hmm maybe, I mean “I’m still listening but need to think about it”. When I say something closer to “thanks but no thanks” do not repeat your speech again because I must have not heard you.
- If there is a hint of interest but I say “not now” for whatever reason (I’m allowed to say that by the way), that is not the end of the relationship unless you make it so. Don’t pester me but don’t let me forget you. Build the relationship and make me want to think of you when I do need your product.
That’s about all I can think of that will make the difference between me potentially buying from you and me wishing I’d never heard of you. Thank you for your time; I know it is precious, do you?