Salespeople:
Four Steps to Avoid a Bad One
Salespeople…. If you are responsible for a building, at some point you will be dealing with a salesperson in some shape or form.
When the term salesperson comes to mind, we all think about the typical car Salesman. Sales in general can produce negative thoughts; it comes from the experience that a sales person will work to persuade you to buy a product or service that may or may not best serve your needs.
There are many great, qualified sales professionals. However, there are a number of sales folks that can do harm by;
- Light on knowledge of product, service or your needs
- Poor communication skills
- Lack of understanding of how it will work in your building
- Lack of integrity
- Too Salesy or following a sales training manual
Like all walks of life, there are the good and the bad. The problem here is that if you get the bad, it can cost you thousands of dollars and the same number of headaches.
Here are 4 tips to prevent getting a bad Egg.
Tip #1: Get as much information as possible.
We live in a time when buyers can have the same (or even more) information as sellers. It wasn’t always this way; we used to be at the mercy of the car dealer, the mortgage company, and the TV sales guys—to name a few. Think about some recent TV spots of buyers showing their information powers. (E. g., Carfax and knowing your credit rating does change the game.) Utilize your ability to research online prior to meeting with a salesperson.
Another option is to have the salesperson provide you with information. More companies are having their salespeople better informed about the services or products they provide. When meeting with the salespeople, get all the information that they can provide. Most times, they are happy to share all their knowledge about the subject. Armed with your own research and some input from a Salesperson, you can ask much better questions to find the solution for your need.
Tip #2: Ask good questions.
Most times, you can sense the difference between salespeople that know what they are talking about and ones who are bluffing. But sometimes, sales professionals can get the diagnosis wrong. If they do, it’s your right as a customer to call them on it. Being a good building professional doesn’t include being polite at the expense of your company’s money.
Tip #3: Don’t forget that you are the Ambassador of the Quan.
Remember Jerry Maguire? You can show them the money if they can show you the solution. But you should only show them your money (and your Quan) if they offer you a viable solution. When you’re talking to a salesperson, always keep in mind what you really want so you won’t get rerouted away from your goal.
Tip #4: Develop a checklist.
Many of the bigger companies may already have a system for buying goods and services, which includes rules like over $5k you need three to five bids. That is not what I am talking about here. Your list is a simple way to help ensure that the service or product solves your issue, and it helps you decide on which way to go for the solution.
Attached is a Question Guide. There are a couple ways to utilize this sheet.
1. Use it as a checklist for yourself while you are in the process of getting bids or prices, and the sales professional gives you a nice proposal/ presentation. You can go through the questionnaire and record their answers. If there is an answer missing, then you’ll have the opportunity to ask about it before making a decision.
2. Use it as an RFI (Request for Information). Send the form directly to the provider and ask them to fill it out, or use it as a guide during a conversation to make sure you are getting what you expect.
I have seen building professionals and owners needlessly spend thousands of dollars by being given a little knowledge by a contractor (just enough to get into trouble with) because they thought they understood the issues and asked for a repair. After the repair does not solve the problem, the contractor says, “I did what you asked.” A simple checklist can lead to a much better understanding between parties, better solutions and saving money.