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What's wrong with "Thanks for your time and allowing me to discuss product x with you. Is there any reason why you think this wouldn't be a good fit for your pr

What's wrong with "Thanks for your time and allowing me to discuss product x with you. Is there any reason why you think this wouldn't be a good fit for your problem y? I want your business, and I look forward to working with you further."

landonhowell 15y ago
Nothing is wrong with that approach. Your job in sales is to genuinely guide people. You are the expert and that's why they're talking to you... because they want to, and they want you to guide them. If you don't guide them (genuinely!) then you are not doing your job. If you think that they as a customer or the product/service is not a good fit, don't move things forward. You are not an order taker... you are not a salesperson... you are a solutions consultant/provider. <--- I hate the way that last phrase sounds, though it doesn't make it any less true. As far as setting a "time to follow-up"... absolutely, you should. If they drag things out, politely and professionally give them a "Sounds like you're looking at multiple options at the moment and our might be an option. How about you look at the competition, and give me a call if you need help with options... even if my product/service is no longer in the running." They don't feel sold at that point... they feel taken care of. This is your livelihood and if they control your schedules, indecisive and stringing you along... no worries, there are simply others who need your guidance.
philwelch 15y ago
Nothing. But without having coded languages and competing to manipulate each other, sales and business folks wouldn't have much left to do. They call it "people skills". And while being direct and honest might be a good way to communicate, it's not nearly as challenging, so it's not a "people skill" and the Harvard Business Review would have nothing left to write about.
- barkingllama 15y ago
  So frustrating that you have to virtually manipulate people to accomplish a goal that ultimately both of you want.

landonhowell 15y ago

Nothing is wrong with that approach. Your job in sales is to genuinely guide people. You are the expert and that's why they're talking to you... because they want to, and they want you to guide them. If you don't guide them (genuinely!) then you are not doing your job. If you think that they as a customer or the product/service is not a good fit, don't move things forward. You are not an order taker... you are not a salesperson... you are a solutions consultant/provider. <--- I hate the way that last phrase sounds, though it doesn't make it any less true. As far as setting a "time to follow-up"... absolutely, you should. If they drag things out, politely and professionally give them a "Sounds like you're looking at multiple options at the moment and our might be an option. How about you look at the competition, and give me a call if you need help with options... even if my product/service is no longer in the running." They don't feel sold at that point... they feel taken care of. This is your livelihood and if they control your schedules, indecisive and stringing you along... no worries, there are simply others who need your guidance.

philwelch 15y ago

Nothing. But without having coded languages and competing to manipulate each other, sales and business folks wouldn't have much left to do. They call it "people skills". And while being direct and honest might be a good way to communicate, it's not nearly as challenging, so it's not a "people skill" and the Harvard Business Review would have nothing left to write about.

barkingllama 15y ago
So frustrating that you have to virtually manipulate people to accomplish a goal that ultimately both of you want.