“Save the Cheap Salesman Talk, will ya? It’s obvious!”
I received a call the other day from a sales representative from one of our wholesalers and it started out with “Hi Mr. Cummins, this is Joe Salesman from XYZ we’re the largest biggest and fastest in the world, how are you”?
I couldn’t believe my ears! My thought process was running amok. Who is this person, and I thought this type of salesmanship was dead. To say the least my interest was piqued! So I did the only thing I could do, I played along.
The rest of the call went something like this. “Mr. Cummins, may I call you Derek (my name is Dirk)? Well Derek, XYZ has been in business for over 10 years. Our track record is the best in the industry. We make our deliveries on time and we have the best service department in the world. Right now we are offering a special to our preferred customers and if you place your order today we’ll knock an additional 20% of our already low, low prices. Derek, how does that sound?
It took everything I had inside me to keep from laughing aloud. BUT, and I couldn’t help myself, I had to ask. Joe, what books on sales are in your library? Joe responded that he doesn’t believe in that hocus pocus stuff. So I just had to ask. Joe, who taught you to sell like this? Joe went on to tell me that his sales manager holds a sales training class weekly and this is the way the manager teaches.
Unfortunately, this type of sales process is still in existence today, and people still respond by buying from these sales reps. The sales managers are always drilling in the sales reps collective heads, it’s a numbers game, just make the dials and something will stick.
It’s time to ask yourself the question. Do you want to be this type of salesperson or do you want the image of your company portrayed in this manner? The answer is probably NO!
Let’s look at a different approach:
1. What is the primary and secondary goal of your call?
2. When placing the call, remember, the prospect does not care about you or your company. It ALWAYS needs to be about your prospect.
3. Verify the correct pronunciation of the name.
4. A little discovery is in order; do I use, need, want, and can afford the product
5. What is the benefit to me. Your sales quota dos not enter into my decision.
Once you have discovered the above and begin to build a relationship, we can move to the best step.
Next week we will discover how to proceed to the next step and ultimately the close.
About Our Show Advisor: Dirk Cummins is a practicing financial consultant who attended the University of Virginia at Quantico, Virginia while serving in the United States Marine Corps. He is a CHARTERED FINANCIAL CONSULTANT® (ChFC®), and has completed the CERTIFIED FINANCIAL PLANNER® (CFP®)certification curriculum. Dirk is also a CERTIFIED DIVORCE FINANCIAL ANALYST™ (CDFA™). Dirk's areas of specialization include business and individual planning. Dirk's professional career began in 1974 in his hometown of Canton, Ohio. In 1978 he accepted a position with Lineberry Financial Group and relocated to Houston. He has held various positions within the financial services industry prior to starting his own firm. Dirk has been involved with numerous volunteer groups and is currently serving as the President of the MainStreetChamber Houston Chapter and State Director for the MainStreetChamber. He has also served on the Advisory Board for the Academy of Finance at Spring Branch ISD and on the Pro Bono Committee for the Financial Planning Association Houston chapter. He has also served as Past President of the Crossroads Chapter of Services Cooperative Association as well as a member of the Board of Directors. He has also served as an Advisory Board member of the Entrepreneurial Development Center and a member of the Board of Directors of Women Achieving Independence & Financial Success. He was a Republican Party Precinct Chair in Harris County, and an Election Judge in Harris County.