This week a sales rep from a world class corporation sent me an email requesting that I attend a brief webinar. After reviewing his email, I specifically asked him to give me his elevator pitch. It became clear that he was selling a service that is not appropriate for my company. I was firm in responding that my company does not do that kind of marketing, it’s bad for our branding. To be certain I asked “Is that what you’re selling?” He then responded “It’s more-so about helping you make more money without putting stress on your resources and without disengaging your customers”.
OK, so maybe I’m wrong and he has something that could have value. So I dug deeper into his email and asked again in another way. Eventually he came clean and said he was selling that service I don’t want, just as suspected. The rep was not honest with me and I told him as much in my email response. I shared I expect more from a company with their reputation. I told him if he did this on his own, shame on him. If his sales manager is telling him to lie and be evasive, I asked him to please share the email with him so they can know their tactics are dishonest. Being the strident coach, I recommended they rethink their efforts.
The Master Seller is an expert in finding “qualified” prospects and serving them. Of asking questions and finding out if we can help. When prospects are crystal clear about their desires, and our solution does NOT match up, we thank them for their time and move on to the next lead. We don’t try tricks and traps to get them to sit through a dog and pony show.
If sellers hope to become successful in sales, it’s best they learn ethical sales now, sooner the better. These were the thoughts I shared with the sale rep. He did not acknowledge my comments but merely responded “thank you for your time”.
Some people do not want to learn.
When the Master sells, prospects are hardly aware of it,
To them it’s just a conversation about their lives.
Next best is a seller who is loved.
Next, one who is feared as sleazy.
The worst is one who is considered a huckster.
If you don’t trust the customer, you make them untrustworthy.
The Master Seller doesn’t talk, he acts.
When the sale is closed the people say, “We chose wisely”