I admit, one should never blog in anger. That's why I've invoked my traditional 24-hour rule started years ago with the "send button" to allow cooler heads to prevail and to avoid that seasick feeling that overtakes you moments after hitting it on a message you realize you're probably going to regret [immensely]. But really folks, there are just things that rookie professionals and obnoxious sales people do that drive me nuts: and I should know because over the years, I've screwed up and done them too! Don't fall victim to being "this guy" or "that gal" when you are the selling entity or the person that needs or wants something from someone else. A few tips:
- If I tell you, repeatedly, bluntly, that I'm NOT the decision-maker and that I'm not, in any way, involved in this activity or transaction but that I'll forward your [whatever] along elsewhere internally, don't try and turn me into the most important person on your planet hoping I'll become your key link and conduit to the deal. It's my way of saying "leave me alone" without being rude.
- If you have the right contact but THEY aren't being as responsive to you as you'd like, don't call me or send me repeated emails and try and make THEIR unresponsiveness to YOU my problem to deal with. Your issue or deal is with them-- not with me. I have other challenges besides running interference when you don't get your needs met.
- If I'm NOT the guy, and I've told you that, stop CC:ing me on every routine communication and stop leaving me status voice mails after hours when you know I'm not around. You don't need to feel compelled to "keep me in the loop" if I've told you I'm not a part OF the loop!
- Recognize that there's a fine, fine line between being assertive and being obnoxious-- and know that I err toward the side that ends up with you losing.
- Remember the first rule of sales: the one that 97% of ALL sales people forget. If it isn't a benefit to me somehow-- personally or jobwise-- I simply don't care-- and I'm OK with not caring until there IS a benefit to me.
Want to succeed more often? Want to win? The secret of sales can be boiled down to one small thing that assures you'll win. Be there when it's over. Sales people lose because somehow, someway, they get screened out from being the successful candidate/choice/product before the decision is made. Win more deals by NOT getting screened out along the way toward the decision!
Think about it. Everybody BUT the successful candidate/choice/product does something to NOT be there when it's over. That usually starts with the person representing the solution, not with the solution itself. Try NOT doing the things that assure I do everything I can to make sure you aren't there and you'll succeed more often!
Chris Hendricks
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