All too often sales people will be on a sales goal deadline and make mistakes in getting too pushy when all the questions have not yet been answered by the prospect. This leads to a dilemma and many a salesperson will go in for the trial close and get rejected and then handle that objection and then he tries again. Yet he has failed to answer the first question to the liking of the prospect and then tries to slam him back onto the carpet.

This can be a clear sign to the prospect that you could really give a crap about their needs or their time. As a Founder of a Franchise company I was constantly bombarded with vendors and their sales people and it always amazed me the BS sales techniques they used. You see running a company and having read all the popular sales books and listened to hundreds of cassette tapes on selling, it was obvious that these people understood how to do sales, but did not understand common decency or my needs as a prospect.

What they did not seem to understand was, we often very much needed what they had to sell providing they could help us get to where we needed to be and solving some of our dilemmas and problems. Yet it seemed not only did they fail to solve our problems, they often wasted our time, time which we did not have and really pissed us off. I hope you salesmen out their will consider this in 2006.

Lance Winslow

Currently Lance is retired at age 40 and is running an Online Think Tank Forum while traveling North America. Perhaps considering something extremely challenging to do that will exercise his mind and utilize all his experiences, observations and skills. Any ideas?