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Ethics and professionalism are typical concerns of consumers for selling professionals. The independence of the professional provides instant scrutiny. Selling professionals learn to muster diligence given constant observation. That said, professionals must maintain patience when dealing with difficult clients and the plethora of sales issues.
Every profession contains issues and selling is no exception. One prevalent thematic issue is client pet peeves. These issues are not only exasperating to the selling professional but serve as closing obstacles. Identification of these issues can aid in daily efficiencies.
Unreturned telephone calls. Sales people get angered when consumers do not return telephone calls. In the day of spontaneity and speed to market, response times are critical. Selling professionals do no call simply to sell product but to follow up on imperative information. Nothing is more disturbing to a professional than a lack of response. Leave the message and move to the next prospective client, unresponsiveness will only anger the saleperson. Lamenting over unresponsiveness creates negative energy. Move your attention to positive areas; negative energy simply exerts energy that is more negative. Hurry up and wait. The idiom delays after a quick activity. Conflict occurs from an indecisive decision maker or simply happenstance. However, the conflict occurs more often then not. Selling professionals benefit with calls to action and deadlines, instruct prospective clients that proposals, agreements and other paper work require 24-hour decisions; failure to comply terminates any current agreement. Hold consumer's accountable, desire their representatives.
Duck and hide. Avoidance avoids conflict. There is a systematic issue in today's culture; consumers do anything to avoid conflict. Rather than confront selling professionals and issues such as price etc, consumers simply avoid conflict. Prospective clients are now using current technology to avoid their sales person. Consumers desire people they can trust and respect, so do selling professionals.
Incorrect information. There is no purpose in leading selling professionals astray with poor and useless information. Selling professionals are like great detectives, if pushed they eventually discover pertinent data, however nothing is more disrespectful then lying.
Hiding the decision maker. Sales people have an ethical obligation to meet with the person actually deciding on the investment and has responsibility for the decision. Gatekeepers delay the sales process and provide too many impediments in reaching the decision making, causing unneeded time and money. Decision makers require value to alleviate issues that inhibit profits and productivity. There is no reason to hide the one person that can make the decision that benefits the entire organization. Sales costs increase when others inhibit the process and progress.
Caesar Syndrome. Andy Warhol once stated that everyone in their lifetime is due 15 minutes of fame. With selling professionals, fame is not an option. Selling professionals exist to fulfill the wants and needs for clients. Clients have more information with the proliferation of the internet, however while content is king, consumer self worth is not part of the selling process. Selling professionals provide value in the information shared not helping to increase consumer ego.
Today's competitive environment contains plentiful impediments for success. However, none is more aggravating then the presented issues. Consumers offer a myriad of challenges. Personalities will clash, individuals not comprehend value, and products appear wearisome. Yet, in an era of ethics, character and accountability, professionalism is still required. Obstacles are part of the selling game, but today's client makes it too difficult.
Copyright (c) 2008 Drew Stevens PhD
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