It's nearing the end of another year, even more so with Christmas coming up fast, and as always, sales reps are scrambling to make their quotas, and managers are scrambling to finish big to make their bosses happy.
Therefore, it's no surprise that I'm getting the usual barrage of sales calls, all while I'm trying to work hard and make my numbers great before the end of the year arrives!
But there's one sales rep in particular who is driving me nuts, because I most likely WANT to buy from him, but he won't LET me buy. Insane, right?
Here's what I mean:
He's my rep at an existing vendor I've already done business with. I received an email from him over a week ago telling me that they're running a hot month-end special but I'd have to purchase before December 31 to get in on it.
I wrote back and said, "Great, shoot me the info and pricing." His response? "Let's schedule a call tomorrow."
Being buried in work myself I never got around to setting up a time with him. But if he'd just sent me the info, pricing, and how to order, I most likely would have bought.
Fast forward a week: I got the same email. "Frank, we need to talk SOON or you'll miss out!"
At the time, I was in a tire shop getting new tires for my car - I've been putting it off and my old tires were nearly bald, not a good thing with winter fast approaching - so I quickly wrote back from my iPhone, "Don't have time. Send pricing and info. I want it."
Nope. That's too difficult for him. He wants to play phone games instead. And with year-end and Christmas on top of that, guess what? I'm not going to get in on his year-end special. Oh well. I won't miss it.
But him? He just lost a sale!
And the worst part is he didn't even have to "sell" me - I basically said, "Yeah I'll buy, send the info," but noooooooo... that would be too easy. He's insistent on doing the whole "steps of a sale" garbage and that just cost him a sale. (I used to work with someone who did this all the time, as you may remember from a previous email.)
People are busy at the end of a month, let alone year-end. In fact, most decision makers are always busy. That's just a fact of life. So when someone wants to buy, let them buy! Don't botch the sale by insisting and demanding on a meeting when none is necessary.
My good friend and colleague has a motto: "People hate to be sold but they love to buy." So when someone buys, don't try selling them - just let them buy!
New York Times best-selling author Frank Rumbauskas is the author of the Never Cold Call Again® System and has won numerous accolades, such as Readers Choice for Business Book of the Year from 800-CEO-READ, and has been named one of Fast Company’s top 30 most influential people online. To learn more, and to download a free 37-page PDF preview of his Never Cold Call Again lead-generation system, visit NeverColdCall.com #Sales