Sales Superstar Or Sales Stalker?
It’s 1028pm and I have, just two minutes ago, avoided a sales call from a health care sales person. 1028pm! On Thursday afternoon I flew out to Spain for a few days arriving late evening. I flew back late last night arriving about midnight. After 4 days eating tapas and relaxing today was a busy day catching up on emails, making sales calls and sorting out my latest sales training book… of which more another day!
The sales scenario…
I turned my mobile on this morning and I had 6 missed calls from this guy. I feel like I am being stalked! Even sales training authors are allowed Easter off you know! 6 missed calls – over Easter! That’s a lot. And that’s on top of the 3 sales calls he made to me each and every day last week! He’s like the anti-sales squad!
Now, let’s be fair to the guy. I rang him initially. And I do want the insurance. But frankly my business may be going elsewhere just because of how I feel about his constant nagging. And before you think, "Well, what can he do if you’re avoiding him?" consider why I am avoiding him…
He has not asked the right questions…
I did see him first and a full week and a half before one of his competitors could see me but he doesn’t know that. He never asked me. I only see the next guy tomorrow but he doesn’t know that. He never asked me. I would never have made the decision without seeing all three short-listed suppliers but he doesn’t know that. He never asked me. I have various other factors influencing this purchase but he wouldn’t know because, hey you guessed it, he never asked me.
So now I am being stalked by someone who probably has the best product and, had he asked the right questions, would almost definitely have got the sale and known when the right time was to call me back…
He probably still will but he has sure made it hard for himself.
Are you making selling hard for yourself? Does your sales funnel fall apart at the closing for commitment step? Could you being leaving deals on the table?
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Gavin Ingham is an author & speaker specializing in sales psychology, motivation & performance. Make sure that you sign up for his regular newsletter here now.
