Oh no! I'm a prospect...
One of the most interesting and entertaining experiences for sales people is when someone tries to sell to them. Common opinion is that sales people are easy to sell to because the sympathise with person selling to them. I’m not really sure whether this is the case, personally I quite like to torture the person selling to me.
I can recall when I was in my early twenties, single and living in a flat/apartment. The kitchen was pretty horrible so I phoned a supplier and asked for someone to come round to give me a quotation for a new one. An appointment was made and a few days later a super-keen young man arrived on the doorstep.
On entering the flat the first thing he did was compliment me on my “lovely home”. This was very nice of him, but remember this was a bachelor flat complete with empty take-away cartons, festering rugby kit, probably a good selection of empty beer cans scattered around… you get the picture. I told him that we must have been on the same sales training course because I’d heard the (naff) tip about starting the meeting with a compliment. That was his credibility shot from minute one.
He then launched into a presentation with the aid of a flip chart (this was in ancient pre-Powerpoint days). I don’t think he really asked me anything about what I wanted, why I wanted it or how serious I was. What I wanted was what I asked for, a quotation. I had no idea whether a kitchen cost £5 or £50,000 and wanted to find out.
After his presentation he finally got round to giving me a price. I thanked him for his time and pointed him in the direction of the door. He then said that as a one-off token of good will, valid only for today, he would give me a 30% discount. This didn’t raise his credibility in my eyes… he had just tried to rip me off to the tune of several thousand pounds. I thanked him again (less vigourously) and once again indicated where the door was. He then told me as I edged him out that he’d taken a liking to me and while putting his materials back in the car would ring his boss to see what might be done.
I didn’t know whether to laugh or cry as he went through the pantomime routine of “ringing his boss”. He shortly returned to tell me that he had twisted the arm of his boss and they would be happy to sell me the kitchen half-price, but I would have to sign immediately on the spot. So now I knew that he was going to rip me off to the tune of double the going price only a few minutes earlier. Adios.
Actually I don’t like to torture people selling to me. Like all customers, if I think the sales person has my interests at heart, is credible, honest and respects my time I’m more than happy to talk to them. If I think they are manipulative, untrustworthy and not really interested in my needs they get the bum’s rush. Twas ever thus.