How to Deal With Salespeople

Home
>
Business Management
>
How to Deal With Salespeople

How to Deal With Salespeople

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 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."

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

In The News:

Mines Management Inc. : Prepares for Exploration on La Estrella Gold-Silver ...
Reuters
RELEASE 12-05 MINES MANAGEMENT PREPARES FOR EXPLORATION ON LA ESTRELLA GOLD-SILVER PROJECT Spokane, Washington - May 25, 2012 - Mines Management, Inc. (NYSE-Amex: "MGN", TSX: "MGT") (the "Company") is pleased to announce preparations, ...
Mines Management Inc. : Update - Prepares For Exploration On La Estrella Gold ...MarketWatch (press release)

all 8 news articles »

Management Tip of the Day: Hire for passion
Reuters
The Management Tip of the Day offers quick, practical management tips and ideas from Harvard Business Review and HBR.org (www.hbr.org). Any opinions expressed are not endorsed by Reuters. "People are more creative when they feel passionate about their ...

and more »

Apollo Global Management Completes Acquisition of EP Energy
MarketWatch (press release)
Sam Oh, partner at Apollo, stated, "We are delighted to partner with one of North America's leading exploration and production franchises led by a world class team of managers. Our acquisition of EP Energy solidifies Apollo's natural resources platform ...

and more »

New York Magazine
JPMorgan Chase Risk Management Committee Missing Bank Directors, Financial ...
Huffington Post
What the committee's missing that all the other big banks have: people who worked as financial risk managers. The makeup of JPMorgan's committee hasn't changed since 2008, but the bank was warned last year that it wasn't up to the task of monitoring ...
JP Morgan's Risks Aren't Well-Managed Because JP Morgan Doesn't Want Sound ...Slate Magazine (blog)

all 13 news articles »

SAS in Leaders Quadrant of Magic Quadrant for CRM Multichannel Campaign Management
MarketWatch (press release)
CARY, NC, May 25, 2012 (BUSINESS WIRE) -- SAS is in the Leaders quadrant in Gartner Inc.'s latest, "Magic Quadrant for CRM Multichannel Campaign Management"(1) This places SAS, the leader in business analytics and integrated marketing management, ...

and more »

VIP Wins Project Management Contract for California Secretary of State
MarketWatch (press release)
SACRAMENTO, CA, May 25, 2012 (MARKETWIRE via COMTEX) -- The California Secretary of State awarded Visionary Integration Professionals (VIP) a contract for just under $1 million to provide project management services for the California Business Connect ...

and more »

Strategic Information Management Provider Stibo Systems Achieves Record Growth
MarketWatch (press release)
Stibo Systems, the Strategic Information Management Company, today announced significant financial growth highlighted by new customer contracts, additional deployments from existing clients, and expansion into new vertical industries and geographies ...

and more »

Bloomberg
Dell Said to Weigh Buying Quest to Add Computer-Management Tools
BusinessWeek
By Serena Saitto and Aaron Ricadela on May 25, 2012 Dell Inc. (DELL) (DELL) is in discussions to acquire Quest Software Inc. (QSFT) (QSFT), a maker of tools that help companies manage their computer systems, according to people with knowledge of the ...
Dell Said to Mull Buying Quest for Computer-Management ToolsSan Francisco Chronicle
Dell's Quest For Software Business Could Lead To Acquiring Quest SoftwareCRN
Would Quest buy help Dell?GigaOM
Channelnomics -Forbes -Investor's Business Daily
all 45 news articles »

TheBull.com.au
Sims Metal Management Market Update for Fiscal 2012
MarketWatch (press release)
CHICAGO & SYDNEY, May 24, 2012 (BUSINESS WIRE) -- Sims Metal Management Limited (the "Company") advises that basis the continuation of global economic challenges and headwinds, and with only 10 months results known at this point, that full year ...
Sims Metal Management shares dive after profit warningHerald Sun
Sims Metal savaged on earnings warningThe Australian
From Earlier: Sims Metal Management Market Update for Fiscal 2012Benzinga

all 59 news articles »

TEXT-Fitch affirms SCB Asset Management at 'M2+(tha)'
Reuters
(To remove the RIC SCB.BK which was wrongly inserted beside text) (The following statement was released by the rating agency) May 25 - Fitch Ratings (Thailand) has affirmed Thailand-based SCB Asset Management Co., Ltd.'s (SCBAM) National Asset Manager ...

and more »

Google News