#3 Top Reason To Hang Up on a SalesPerson - Let Me Flip It and Reverse It

My last post gave you the #3 Reason To Hang Up on A SalesPerson:

All Pitch.  No Listen.

When we look at this from the SalesPerson's or Vendor's perspective, at first glance it seems easy to avoid being this rep or vendor.  However, this goes deeper than just being considerate or asking questions up front.  This isn't about a tactic to warm up your prospect.  It's about how well you really know your market and your customer.

It's worth saying again:  "This is a RELATIONSHIP driven market - and relationships don't start with buzzwords or "Glad I caught you, let me tell you about my product or service"... they start with conversations. Conversations normally start with one of two things: a meaningful or thoughtful observation about the other party or a topic they are interested in, or a question".

So how do you call a prospect prepared with a meaningful or thoughtful observation or question about the other party or a topic they are interested in?

It takes commitment.  A commitment to adding value as an individual or vendor - and a commitment to the market.  If you're just here to push more product to drive revenue and commission checks this market will sniff you out in a split second.  So, how do you deliver on this commitment?  I deliver days of training and ongoing mentorship on just this topic alone, but here are a few high level directions to move in and tips to consider:

• Read what they read.  Think about the Top HR Executive or Top Staffing Industry Executives at your target sized customer.  What on-line communities are they a member of?  (Are you there?  Do you contribute or at least monitor the topic trends?)  What Magazines, Publications, or newsletters do you think they might subscribe to?  (Are you looking at the same?)  What do you think their Google Reader and/or Alerts are following?  What general news topics impact their industry and the profession?  (Are you considering this?)
• Go where they go.  Don't stalk them - I'm talking about industry conferences and events.  There is no better way to develop a relationship than in person - face to face.  If you are genuine in your commitment to the market and have value to add - being at an event (I'm not talking about your required booth, etc.) ... being there and contributing to the REAL conversations without a pitch - this will give you credibility it could take years to develop over the phone.  Don't view shows and events for the immediate conversion to sales - just don't bother going if that is what you are looking for - view it as the place to differentiate yourself and your brand via real value add (THIS IS WORK.  RELATIONSHIPS TAKE WORK).
• Know something about their company.  Is your target public? (before you pick up the phone, how is their stock price today?)  Have you taken a quick look at their website?  (What was their latest press release?)  Do you have a Google Alert set up on their company/brand name? or did you bother to Google them before calling? 
• Know something about the individual you are calling.  Did you try to take a look at their LinkedIn profile?  (Any shared connections? or experiences? interests?)  Did you Google them?  (Have they contributed any content or opinions anywhere?)  Did you take any notes in your last conversation?  (How was that vacation you were on last time I tried to call? or you mentioned business was tough in this economy - getting any better?)

These bullets are the tip of the iceberg.  I could go on and on - and based on your market/vertical we could get very specific.  The core message is the same.  If you are selling at a mid-market, large, or enterprise level - and you are treating the market like a big cold calling list - they will see you coming, they will chew you up, spit you out, and if they take my recommendation - they will hang up on you before you get started.

Don't be that salesperson.

Don't be that vendor.

Add value.  Differentiate yourself.  You and your company will be better off for it.

Comments?  Bring it on....

Reason #2 to Hang Up On A Sales Person is coming this week.  Any favorites I've left off the list you want to get consideration?  Let me know in comments here...

Until next time.

George

The Top 5 Times You Should Hang Up On A Sales Person, #3...

Fresh from the ERE Spring Expo in San Diego....  With input from attendees and vendors alike...  I bring you #3 in the Top 5 Times You Should Hang Up on A Sales Person:

All Pitch.  No Listen.

If I may generalize the Human Capital Market, I'll say that it has two sides:  1.  Human Resources, and 2. The Staffing Industry.  We can slice, dice, and argue this, but for the sake of making my point in this blog post - I can fit every type of professional in the market - and every type of vendor for that matter - into one of those two buckets.

Here's the deal:  HR and Staffing people are sort of the Oil and Vinegar of the Human Capital Market - While they couldn't be more different, they do go well together.  They also have one big thing in common.  Both types are RELATIONSHIP people.  HR people are relationship people in the thoughtful, meaningful interaction, don't waste my time because I'm undervalued and over-worked sort of way.  Staffing Industry people are relationship people in the business is all about relationships, they can probably sell better than you anyhow, and don't you dare tell me how to run my desk if you don't understand my desk sort of way.  This is a generalization, just work with it for a moment.

Regardless of which bucket you fit in, and yes some of you may fit into both...  If a sales person calls you up and launches off on a pitch - and not just one time, but every time - Doesn't ask questions - doesn't get to understand your business, your desk, or what you feel you need...    You know the type - they call you and just want to tell tell tell you what you need for 5 minutes before they find out you aren't the right person to talk to.  Please, do yourself and them a favor - HANG UP whether you are the right person or not ... oh, and this is one you may take the optional 30 seconds to LIGHT UP before you hang up.

If you choose to light them up, do the world a service by explaining to them that they are peddling their technology or services in the HUMAN Capital market.  This market is made up people that care about people.  This is a RELATIONSHIP driven market - and relationships don't start with buzzwords or "Glad I caught you, let me tell you about my product or service"... they start with conversations.  Conversations normally start with one of two things: a meaningful or thoughtful observation about the other party or a topic they are interested in, or a question - in other words, Dearest Vendor - it's not about you or your product it's about your customer - get to know them.

I'd love to get your thoughts on this - or on the times you feel a sales person deserves to be hung up on. 

For all of my sales brothers and sisters out there - the other side of this one - how to avoid being THIS sales person should be obvious, but just in case we'll dive in to that real soon...




Until next time...

#4 Top Reason To Hang Up on a SalesPerson - Let Me Flip It and Reverse It

My last post gave you the #4 Top Reason To Hang UP on a SalesPerson: 

When they call you - Get you on the phone - and they have NO IDEA what you or your company does.


When we look at this from the sales person or vendors' perspective, it's pretty clear how to avoid this:  Do your damn homework before you pick up the phone!

We're not talking about full-on research before every phone call, but with the tools that are available these days there is no excuse for calling an Executive at any company and not knowing a LITTLE bit about them or their firm.

Spend a few seconds on their website.  Look at the company's recent press releases.  Do a quick search on Google.  Are they public? See how the stock has been doing.  Use Hoovers or ZoomInfo or one of a million research tools to get a snapshot of them or their company.  Look them (the company and the contact!) up on LinkedIn and/or FaceBook.  Search for them on Twitter - any buzz?

In this day and age to call a prospect and not have a nugget of meaningful information about them or their firm is just embarrassing. 

Don't be THAT salesperson!

Don't be THAT vendor, either!  Instill a sales culture that is built on having meaningful conversations with Executives.  Conversations that ADD VALUE - regardless of whether you close a deal.  Demand that your sales people read what their prospects read and learn about things that impact their prospects. 

Every niche in this Human Capital Space is fragmented with competition direct and indirect.  You really can't differentiate on product or service alone any more.  If you are lucky enough to have a jump in your niche - look again, that window starts closing the minute it opens.  You HAVE to learn to differentiate on your approach to the market and your sales people need to be ambassadors of your brand - not just script reading automotons.

Ready for #3 on the list?  Any ideas for me?  I'd love to hear them...

Until next time....

The Top 5 Times You Should Hang Up On A Sales Person, #4...

After much debate.  After weighing all of the input and arguments.  With only the most serious consideration I give you #4 in the Top 5 Times You Should Hang Up on A Sales Person:

When they call you - Get you on the phone - and they have NO IDEA what you or your company does.

You're busy.  You have too many meetings.  You're doing more with fewer people.  You barely have time to eat lunch.  The rest of the Executive Team thinks in this economy top candidates are sitting at home waiting for your recruiter's call.  The CEO just read an article about "culture" and she is now convinced you need to create a new one (next week).  You're not out looking to buy any new products or services - and you certainly don't have any discretionary budget sitting around looking for a new bank account.  You just happen to be at your desk - the phone rings - you pick it up before your assistant gets to it (you just do that sometimes)... and there it is the sales person's lucky break....

The sales person can't believe you picked up.  You can hear them take a deep breath as they launch into a 180 second pitch about their new product - every third word is a buzz word - It's scalable, robust, OnDemand, and JustInTime.  It's got an incredible ROI, especially when you consider the TCO, and right now you can get it for a great deal. 

You thank them for their call and their time.  You go on to explain that you aren't in the market for their new whirly-gig or services and you're not quite sure it fits into your business.  You ask them how they see it working in a firm like yours... and the sales person's reply, "What exactly does your firm do?"

Just hang up.  Just move on and forget it happened.  To interrupt your day and take your valuable time without the respect of even 60 seconds of preparation. 

Not an ounce of preparation.  Not a look at the website.  No time to look at your LinkedIn Profile.  No search to find the company page on FaceBook.  No peak at Hoovers or OneSource or some other Business Intelligence Tool.  Not even a gander at the notes in their CRM left by the last cold caller from their firm that connected with someone at your company.

This one doesn't deserve the energy of being "lit up" before you hang up.  Just hang up, take a breath, and move on.

For all of my sales brothers and sisters out there - the other side of this one - how to avoid being THIS sales person should be obvious, but just in case we'll dive in to that real soon...

Until next time...