 |
Further
Reading ...
|
|
Book Review - Manners That Sell: Adding The Polish That Builds Profits - Bonnie Jo Davis
This beautifully laid out trade paperback has a gorgeous and practical design both inside and out. I recommend you read this book with a highlighter and a pen and be ready to take copious notes in the blank pages thoughtfully provided between...
Get Focused Now: 10 Essential Questions - Kim Nishida
If you feel like life is passing you by, take a look in the mirror and say hello to your biggest opponent. Tell yourself the honest truth. Are you where you planned to be five years ago? Do you have all the fame, fortune, and success that you can...
"Are YOU Independent?" - Holly Cotter
While celebrating Independence Day last week, I suddenly became very aware of how "independent" I have become these last few years... - Financially Independent: I no longer rely upon a J.O.B. to provide income for my family. Through my home ...
Online business is a real business like all other off-line ones, do it, seriously. - heshuo
Yes, online business is a kind of business, not scam. How to be serious about it? Own your own domain name and website. Just image that you can gain a free website site from internet, yes, you can do that. But, you need an independent domain, not...
|
|
|
How to Deal With Salespeople
|
 |
Written By:
Steve Kaye
|
|
|
If you are an executive, you may sometimes feel like a open jelly sandwich at a picnic. Every crazy critter in the world wants to bite into your budget. Here's how to protect your time and preserve your sanity.
Ask questions
Many salespeople work from a script. Rather than let them read it, interrupt with, "Excuse me." Then determine the purpose of the call by asking questions such as, "What are you selling?" or "Why are you calling?" Set bounds on the call by stating that you will take one minute to hear their offer and that you have a timer. Cut through the enticement by getting the facts that you need to decide if their offer has value.
Just say no
If you have no interest in the offer, tell the salesperson, "No." If you have no interest in the company, product, or service, ask to be removed from their call list. Be polite and firm. Simply say, "We have no need for your service. Please remove my name from your list." Avoid small talk, arguments, or complaints. All of these waste your time and lead to nothing. In addition, savvy sales people appreciate candor. It frees them to proceed with their business.
Decline literature
If you attempt to rid yourself of a salesperson by asking for information, you cause three bad things to happen. 1) You guarantee a return call ("Hi, did you get what I sent?"). 2) You waste the salesperson's money. 3) You add to the mail that you have to process. Thus, decline literature unless you are interested in the offer. Similarly, decline appointments, trial samples, or invitations that you know you would cancel. And never ask for a proposal if you have already selected another provider.
Return phone messages
Sadly, some people attempt to say "no" by ignoring the caller. This is a terrible strategy for two reasons. First, the caller does not know what you are doing. They will conclude that you may be traveling - continued below ...
|
|
|
continued ...
or sick and thus call again, and again, and again. Second, ignoring someone is rude, especially if you asked the person to call you, send a proposal, or provide information. If you want to end a dialogue without talking to the person, call (or have an assistant call) and leave a message during off hours (early morning, late evening, weekends). Most good business people appreciate candor and understand the word, "No."
Use voice mail
Strategic voice mail can protect your time. Rather than leave an outgoing message stating that you will return calls, leave a message that helps screen calls. For example, your message could state, "Hi this is Pat Smith. Leave a message if you have an work related issue. If you are selling wingnuts, do not leave a message because we are not buying them." or "If you are selling something, call Chris at Extension 101." In the latter case, Chris may be someone assigned to screen sales calls.
Be open to possibilities
Realize that the caller is another human being, trying to earn a living. In addition, that caller may also be a customer or able to influence your customers. Thus, rather than immediately reject every call, consider that some of the offers may help you improve your business and make your job easier. Treat callers with the respect and courtesy that you expect from others. You will find valuable opportunities when you give them a fair chance to explain why they called. And you can always say, "no."
About the Author
IAF Certified Professional Facilitator and author Steve Kaye works with leaders who want to hold effective meeting. His innovative workshops have informed and inspired people nationwide. His facilitation produces results that people will support. Call 714-528-1300 or visit his web site for over 100 pages of valuable ideas. Sign up for his free newsletter at http://www.stevekaye.com
|
|
|
|
 |
|
|
| _Additional Resources ... |
|
A Summary of the Fair Credit Reporting Act - Gary Gresham
This summary of the Fair Credit Reporting Act will explain what you can legally do if you want to repair your own credit report. No matter what you hear, you can dispute credit information on your credit report if you understand the legal rights you...
Employers - Protect Yourself from Custody Battles that Hold Your Company Hostage - Charlotte Hardwick
Child custody? How'd that get to be an employer's concern? When an employee faces child custody litigation, it will effect their ability to do their job. And it often causes legal consequences for their employers as well. Unless you know where to...
10 Minutes a Day to Organize Your Office - Barbara Myers
10 Minutes a Day to Organize Your Office No time to organize your office? Follow these daily steps to organize and then maintain your office. 1. On Mondays, de-clutter your office. Remove at least one item which you don't use at least monthly....
|
|
|
|
|
|
|
|
|
|
