Hate!

I hate when sales people feign disappointment or try to induce a guilt trip when I wasn't responsive to their inquiries/overtures.  It is possible that I'm not interested or not even in the target market?  You bet.  In fact, it's statistically likely.  Don't take it personally.  Worse yet, don't pretend to take it personally.  That's just irritating.

Love!

I love taking calls and doing demonstrations in the middle of the night.  The customer knows that I’m doing it for them and they appreciate the extra effort.  The competition isn’t going to do it.  I win.

CirrusInsight.com/podcast

HateisaStrongWord.com

HATE! – not listening/interpreting a true “no”

I hate when a salesperson tries to sell me something after I've specifically and unequivocally said that I'm not interested. If there is any objective confusion, then by all means track it down and follow up. Our society rewards persistence. But if my answer was clear then respect it and move on to a more qualified buyer. It's a "no means no" situation at that point.

LOVE! 

I love shaking hands with the customer; walking the sales floor with them; meeting their colleagues; watching how they work; getting a sense of the culture; making eye contact; getting real-time feedback on our key value propositions. Priceless.

CirrusInsight.com/podcast

HateisaStrongWord.com

HATE! 

Not when the product is bad, but when the sales person just doesn't listen.

LOVE! 

I love it when a sales rep can show some hustle and get back quickly either via email or phone. Being accessible makes me want to work with your company and recommend your product

HATE! - (fraternity/sorority/bro language)

I hate when cold emails assume a false sense of familiarity. Don't start a sentence in lowercase because that's how you Tweet or text with your friends. Don't use a bunch of emoticons. We don't know each other yet! And please please don't act as if we were in a fraternity together or go back a long way. Don't call me "bro" or make up some time of nickname. Way too soon for any of that and realistically we'll probably never have a buddy-buddy relationship. That's ok. I could still be a customer without being a bro. - Same for calls - avoid silicon valley-isms like “Crush it”

LOVE! 

I love when the buyer arrives check in hand or even better when they just submit the order with a credit card. They’re ready to buy and nobody’s going to stop them. No questions asked. Money in the bank – commission check cashed. Write a great thank you note and then on to the next deal.

CirrusInsight.com/podcast

HateisaStrongWord.com