“There are no bad prospects, only bad salespeople.” Or so David Sandler used to say.
I beg to differ. I have, on occasion, run across a prospect with the personality of a grapefruit. In those cases, you have a few choices: you can either continue on, hoping to change things as you develop some sort of relationship, or you can smile and refer them to your competition.
Actually, David Sandler was more correct than you might think.
Historically, salespeople were seen as “slick” and “pushy.” The balance of power was shifted toward the salesperson. The salesperson had leverage while the prospect, or “victim,” needed to protect themselves to avoid being coerced into something they didn’t really need or want.
Sales professionals have worked hard at changing that perception – too hard, in fact. Unfortunately, many have completely over compensated. Now, salespeople go to great lengths to avoid telling people what they do for a living. Salespeople cloak themselves with titles like, “Technology Consultant” or “Relationship Manager.” In one case, I worked with a nation-wide company recently where all the sales reps were titled “VP of Business Development.” Behind this façade, a salesperson hopes to be liked, wants to educate, and is uncomfortable asking for a decision. The salesperson has, in essence, become the “victim.”
I believe in a utopian business concept called “mutual respect.” It’s a world of equal business stature, where power is balanced and two people have authentic conversation about whether or not they’re a fit for each other. It’s a world where salespeople recognize their ideal client and try to find solutions rather than forcing a fit with anyone who breathes. It’s a world where prospects don’t lie, treat salespeople like doormats, and expect everything for nothing. It’s a place where managers understand quality of behavior versus just quantity.
People no longer have the patience for bad prospects or bad salespeople. The good news is that only the tough will survive this economic climate. Most of those gunslingers and grapefruits are thankfully being vetted out.
Tags: Business, marketing, Sales, salespersonCategories: Business, Business Development, Marketing, Sales.
