Dealing with salespeople
Pop quiz, hot shot. How do you know a good weatherman from a bad weatherman?
The bad one always says “my forecast this week…”
The good one says “our forecast…”
A good sales guy is a good weatherman. What the hell does that mean? It’s “our.” It’s a collective journey. That means more than half the time, an excellent sales guy says “no” to you. “No, we can’t do that. That’s impossible and in some ways preposterous.”
This is paradoxical to many people, who think sales guys have to accept any condition or make anything happen to hit the mark. Not true.
Here’s what happens when sales guys accept every prospect condition or treat it as a “automatic yes:”
- The team back home who works on the product burns out
- The sales guy isn’t trusted
- The sales guy may not even really know the capabilities of the suite and is just trying to hit his specific number
- You get a mish-mash of crap that doesn’t really speak to each other