April 8th, 2005 by Bob Bly
There are two types of salespeople: good salespeople and bad salespeople.
The bad salespeople rely on outdated 1960s sales training, spewing canned scripts that repulse and annoy prospects, sending them running for the door.
My wife and I were fed one of these lines recently when shopping for a mini-van.
We were in an exploratory stage, and had no reason on Earth to hurry: our old mini-van was running fine, and would do so for many months. But it was getting old and unreliable, so we were planning to upgrade.
When the salesperson saw that we were going to walk out of the dealership without buying, he ran after us and repeated, like a robot, a line I knew he was given in Sales Training 101: ?What would it take to put you in this car today??
Our skin crawled and we ran, he in hot pursuit. Did he ask where we were in our buying cycle ? just looking or in dire need ? and tailor his approach accordingly.
His question was clearly 100% motivated by his self-interest ? his desire to get a sales commission ? and not what might be best for us? So his personality immediately became repellant instead of attractive to us, and we responded accordingly?
What experiences have YOU had ? what things have salespeople said or done to you ? that similarly turned you off and lost them the sale?
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