April 28, 2010

Product Floggers Inflict Pain on Customers

Sales Product Floggers torture customers in many ways:

- Little interest is shown in what is going on with the customer. They only care about driving the product down the customer’s throat.
- Way too much fast talk. It’s a monologue about the features and benefits not a conversation. If the sales person takes a breath it’s a miracle.
- No knowledge of the customer is evident. The product rules!
- Scarce listening. Lots of transmitting.
- Product monologue. No solutions dialogue.
- Product features prevail. Little VALUE communication.
- Lots of “techno-speak”. Sales person very impressed with their knowledge.
- No defenses evident for the customer. The Flogger is relentless.
- The short term focus overwhelms any long term flavor.
- Price benefits trumps any VALUE considerations (perhaps there are none?).
- Technology coolness. It’s about what the product does more than the VALUE it creates for the individual.
- Pressure to buy is immense. Customer wants to get it over with and escape the sales pain.
- Implied criticism on the customer if they don’t buy. “Don’t you realize the amazing deal you would get? (Are you dull?).

It’s not the sales person’s fault. This type of behavior happens because of leadership. Sales is compensated by how much product they sell. Relationships? It’s fuzzy stuff that really is tough to quantify in terms of benefits and therefore doesn’t matter.

Absolute rubbish! If you want to know how to make Sales relationship-building behaviors matter and build them into your leadership strategy just give me a call. It’s not rocket science. The real issue is do you have the intestinal fortitude to focus on customer relationships as key to growing revenue or do you intend to go forward actually believing that that slamming products at people will get you the gold medal?

Your call. I hope, your employees hope, your owners hope and your customers hope you make the right one.

Cheers,
Roy

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Posted 4.28.10 at 08:00 am by Roy Osing | Read Comments (0) | Leave a Comment