I had a conversation with a salesman yesterday. I actually asked him to contact me. I’m pretty interested in what he’s selling.
He did most of the talking on the phone. He shared the benefits of what he’s selling and how much it’s meant to him. And he shared some attractive things.
But they weren’t exactly why I’m interested in what he’s offering. Of course he didn’t spend much time investigating why I have any interest in the first place.
He said several times how he doesn’t like to be pushy and how what he’s got “sells itself.”
Now I appreciate not being pushed. Really I do. There is no bigger turn off than some salesman who is trying to separate me from my money using manipulation and psychological pressure.
But the reality is what he had didn’t sell itself. I didn’t buy last night.
I see the purchase as a sizable one and I never want to let go of a chunk of cash with that many digits. Even when I desperately need it. And I’m sure I will survive without it. Maybe not as well, but I’ll certainly keep breathing.
You know, I very well might buy it in the near future. And I’ll probably buy it from him because he seemed like a good guy to me and that’s something I value.
But did he do his job as a salesman? Is it better to be firm and help folks make the decision they know they want for themselves but are hesitant to make?
Or is it better for a salesman to hang back, give the customer room and let them figure out for themselves if they want to buy or not?
What do you think?
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I don’t think he did his job if he didn’t find out what you need. If he left you wondering whether you wanted his product, he wasn’t helping you . . . He wasn’t doing his job either. Part of his job is not to waste your time either, to get you to yes (or no) as quickly as possible. That does you both a favor. A couple of well-thought questions could get you there. They don’t have to be pushy. They just need to be centered on your needs. They guy just hasn’t been trained well.
Liz, I gotta admit I’ll take someone who gives me room over someone who’s pushy any day. But I think you are right. And I did find out that the guy is new at what he’s doing. I suspect he will find a better balance as he gains experience.
Depends on the definitions. If a salesman is someone who’s supposed to sell, he didn’t do his job and probably the stats at the end of the month will show it. Time will tell if he’s doing the right thing. If the product is that good, the worst thing you can do is to push it.
I’m running a business myself and most people with questions (those who don’t decide either way by looking at the product, which is a software) turn up in my email or on my phone. I’m never pushing anyone, in fact if I’m feeling that the product isn’t right for the customer I send them off to a competitor. I seriously don’t believe in unhappy customers, either *they* want it or I don’t want them to have it.
And honestly, you would not have let him into your door if was pushy. He may have gotten as far as he could, given your reluctance to hand over so many digits. But you think he’s a good guy, you know the product … you may buy it yourself or refer someone to him. If he can stay in business long enough, he may become a very happy salesman (with good sales and good customers).
Markus
PS: Didn’t you write about faith on your blog recently, that’s how I apply it to sales