8 Things NOT To Do on a Sales Call

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  1

  Skip Anderson

  11/06/08 | Report as spam

  RE: 8 Things NOT To Do on a Sales Call

  Geoffrey, I wholeheartedly agree with every item on your list, except #3. The only reason a person puts a memento on their desk (or their wall or their credenza) is because they want people to notice it. Asking a question about it is a way of talking about something that is important to the individual. In two seconds, you'll be able to tell if the prospect is engaged with you about the memento (most will be) or irritated with you for mentioning it (most won't be), so you can make an adjustment if necessary. Happy selling!

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  2

  Geoffrey James, Sales Machine

  11/06/08 | Report as spam

  RE: 8 Things NOT To Do on a Sales Call

  From a reader:
  
  
  
  
  You missed one very important...
  
  Never Never Never...get into a discussion about politics or religion...it is almost always a trap into opinionated quicksand...that's hard or impossible to get out of...
  

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  3

  MWI Negotiation

  11/06/08 | Report as spam

  RE: 8 Things NOT To Do on a Sales Call

  NEVER dive into your pitch/proposed solution without first asking questions and understanding the prospect and their needs.

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  4

  immparts

  11/06/08 | Report as spam

  Things not to do on a sales call

  Never drink vodka before a sales call, drink only whiskey. It may be better for the customer to think you're drunk than stupid!
  
  Advice to me before I was let loose on customers.

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  5

  Rabbitoh

  11/06/08 | Report as spam

  RE: 8 Things NOT To Do on a Sales Call

  You mention first date, if you are talking about first sales call the ABSOLUTE no no is to arrive late !!!
  Greg

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  6

  edmichelson

  11/06/08 | Report as spam

  RE: 8 Things NOT To Do on a Sales Call

  Early in my sales career, a few semesters, er . . . rather, decades ago, a very seasoned sales pro told me to watch my actions and demeanor after leaving the office of the prospect. A good natured laugh at a colleague's harmless joke might be taken personally by someone watching out the window, without hearing the context.
  Ed Michelson

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  7

  Ian P

  11/07/08 | Report as spam

  RE: 8 Things NOT To Do on a Sales Call

  When I started my first business, money was tight and the factory I could afford was run down.
  I was sat at my desk near an open window and the reps I was expecting were very derogatory about the business based on their initial view of the buildings.
  As they walked into my office, I phoned their sales manager and asked him to send someone less arrogant as I wouldn't deal with these two.

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  8

  sadler@...

  11/07/08 | Report as spam

  RE: 8 Things NOT To Do on a Sales Call

  Above all else, don't go on a sales call if you have no real idea what your company sells. The prospect doesn't want to hear "I need to get back to you about that"...over and over. Besides having social skills...you need to know what your selling from the customers viewpoint...They are only thinking about how your product or service might possibly fit within their organization..or even "if" it is worth their time to consider it.

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  9

  kerrylking1967

  11/07/08 | Report as spam

  RE: 8 Things NOT To Do on a Sales Call

  #1 on your list is "don't flirt with the admin". Isn't there a better #1 than that? You're assuming the admins are all female apparently and as a straight female rep flirting with the admin isn't on my list at all!
  
  I think we're past that tactic.

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  10

  Geoffrey James, Sales Machine

  11/07/08 | Report as spam

  RE: 8 Things NOT To Do on a Sales Call

  QUOTE from kerrylking1967: as a straight female rep flirting with the admin isn't on my list at all!
  
  Good point... I'll de-genderize it.
  
  
  But don't kid yourself. There are some pinheads out there who think that they can charm their way into anything. Italy's PM, for example, recently claimed that he used is "playboy" charm to influence the female president of Finland.

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  11

  Geoffrey James, Sales Machine

  11/07/08 | Report as spam

  RE: 8 Things NOT To Do on a Sales Call

  QUOTE from Skip Anderson: Asking a question about it is a way of talking about something that is important to the individual.
  
  
  Sorry, but I don't think it's effective. That memento may have been up there for years and was never removed, not because the buyer thought it was interesting, but just because it was there. You really do run the risk of being boring and that's fatal to good sale technique. However, if you notice, on the second call, a NEW memento, then you're right, and you'd be crazy not to mention it.

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  12

  ehmassie

  11/07/08 | Report as spam

  RE: 8 Things NOT To Do on a Sales Call

  Don't go on a sales call with people the client is not expecting. I always inform the client in advance if I bringing another person with me. Also, limit it to just one other person unless absolutly necessary.

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  13

  PLaurenzi

  11/07/08 | Report as spam

  RE: 8 Things NOT To Do on a Sales Call

  I tend to agree with the suggestion not to talk religion or politics. Yesterday I was on the phone with one of our sales reps and he referred to President-Elect Obama as an A**hole. Regardless of my political affiliation, I was offended by the comment, yet said nothing.
  
  What do you think in this case?? By the way, this rep had just completed his worst quarter for our company.

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  14

  Malcolm Sask

  11/07/08 | Report as spam

  RE: 8 Things NOT To Do on a Sales Call

  Never enter a door without first thinking about what you plan to accomplish.
  
  Sounds simple, but have seen many performances of reps:
  -closing when they should be qualifying,
  -qualifying when they should be answering an objection,
  -or finger pointing when they've been blind sided and should instead be accepting responsibility for a problem (even if it doesn't have anything to do with them).

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  15

  superbarnsley

  11/07/08 | Report as spam

  RE: 8 Things NOT To Do on a Sales Call

  Don't be too business-like right at the outset. Remember you're building bridges with another human. And whatever you do, don't appear glum. It's hard to be malevolent to someone who is smiling and being friendly (don't get too gushy though).

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  16

  mensoelrey

  11/08/08 | Report as spam

  RE: 8 Things NOT To Do on a Sales Call

  I agree with superbarnsley. If you are too business like, your prospect could think you see him or her as a means to an end. "Let's get down to business", in word or tone, sounds like "let me get to your money" instead of "let us see how we can benefit each other."

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  17

  mommyreed2

  11/08/08 | Report as spam

  RE: 8 Things NOT To Do on a Sales Call

  How about chew gum?! Ugh!

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  18

  phonejock

  11/08/08 | Report as spam

  RE: 8 Things NOT To Do on a Sales Call

  Arrogance, which has been alluded to in the blog directly and indirectly several times is a #1 killer. However, it isn't a disease, it is a symptom. It is used to obfuscate insecurity, lack of product or customer knowledge etc. Therefore, from the perspective of a Sales manager, you can never get anywhere by talking about the symptom to the offender, and besides he/she will likely be in denial anyway. If the rep is worth saving, have a one-on-one and ask them what they think their achilles heel might be. If they "let their hair down" and give you a Real answer to that question, ask them what you can do to help them strengthen that area.
  If they do not communicate with you honestly in this way, fire them!! Even if they represent the lion's share of your revenue. Not only will another Good salesman be able to retain all or most of their accounts, but the poison must be excised for the good of the Company, it's other reps and your customer base. If you find yourself unwilling or unable to "pull the trigger", look in the mirror real hard and ask yourself if you are at least a contributing factor to the bad attitude that your Rep demonstrates. JT

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  19

  JV@...

  11/09/08 | Report as spam

  RE: 8 Things NOT To Do on a Sales Call

  Methinks kerrylking1967 is being a wee bit precious in
  drawing a gender-specific conclusion to #1. Flirt with the
  admin. and a little one-eyed about the wiles of her
  gender.
  
  Am I the only male who has been the recipient of a
  blatant come-on by a female who's dressed more
  appropriately for a social function that a business
  meeting?

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  20

  clarkm

  11/11/08 | Report as spam

  RE: 8 Things NOT To Do on a Sales Call

  Sorry Geoffrey, Skip Anderson is dead on regarding no. 3. In 16 years of selling I've never encountered your potential scenario. If the person is in fact keeping old junk in the office then he's probably not the guy making things happen in the company and your in the wrong office anyway. People don't put personal items in their professional office to avoid talking about them. If they truly tired of someone asking about it then they'd put it away. I always check my office and desk for things I'd like to avoid discussing when an outside visitor comes in.

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  21

  clarkm

  11/11/08 | Report as spam

  RE: 8 Things NOT To Do on a Sales Call

  Don't be like GE and routinely show up with more people than the customer has in attendance. That frequently draws customer's comments at to why their costs are so high, rather than the value of their products.

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  22

  Geoffrey James, Sales Machine

  11/11/08 | Report as spam

  RE: 8 Things NOT To Do on a Sales Call

  From a reader:
  
  
  
  
  Enjoyed your piece on the things NOT to do on sales calls.
  
  
  
  Kinda obvious, but worth repeating:
  
  
  
  1-check yourself in the mirror--too many times, people show up with 'mistakes'(something amiss) which a quick stop in the client's bathroom could head off. I once had an interviewee show up with, yes, dog poop on the front of his shirt. Email me for more on that.
  
  
  
  2-names-it's really embarressing to forget who you're talking to. Write it on the inside of your palm if you have to, or notice things on the wall with his/her name on it. Don't blow it on the way out of an otherwise good call.
  
  
  
  My two cents.
  

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  23

  leonieb

  11/13/08 | Report as spam

  RE: 8 Things NOT To Do on a Sales Call

  1. If you're running late - even just 5 minutes, ALWAYS call ahead. I try to be 15 mins early for all meetings just in case, park outside, check the mirror, note my mileage, get my notes in order. I walk in 5 minutes early - much earlier than that is actually just as rude as being late. I've had prospects say it made them feel guilty and irriatable, knowing there's an early rep downstairs waiting for them.
  
  2. If you're not good with names (I'm terrible), WRITE the names down of everyone in the room, even do a small table diagram showing where they sat. Collecting business cards just makes clutter and you'll lose them or forget who was who. It's invaluable later on when you write your notes up, and also very handy if a colleague was present and you need to discuss what was said.
  
  two pennorth from the UK...

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  24

  chasemac

  11/13/08 | Report as spam

  RE: 8 Things NOT To Do on a Sales Call

  Just a thought on No1 - Flirting with the PA/Admin is a no-no - but charming them is another thing entirely. Having a friendly relationship with the Prospects PA, of either sex, pays dividends inthat it gets your call put through, or finds an extra 15 mins for them to see you..... or it has in my experience

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  25

  chasemac

  11/13/08 | Report as spam

  RE: 8 Things NOT To Do on a Sales Call

  I agree with No 1 up to a point - flirting with the PA/Admin is out - but charming is different! Treating a PA of either sex as another human being and making a little conversation when waiting for the Big Cheese's door to open pays dividends. Your telephone call might be put through, even when he/she is busy, or an extra 15 mins might be found for you out of a busy day. Remembering their name is the starting point.....

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  26

  pinkast@...

  11/14/08 | Report as spam

  RE: 8 Things NOT To Do on a Sales Call

  Watch those closing remarks! In my town the university football team is a big deal so as I exited the meeting I remarked about the obvious support for the team (lots of material posted in the lobby and he was the owner.) I then casually asked if he had attended the university. To my dismay he turned bright red and said he had never been to college. I did not make the sale and have always thought it was related to causing him such extreme embarrassment. The take away...take care when asking personal questions in that first meeting.