Home > Approach > One thing I FEEL is missing in today's salespeople.

One thing I FEEL is missing in today's salespeople.

Sales has progressed alot throughout the past few decades, but there is one key ingredient that I see is missing from alot of the sales consultant's out there now. Sales Consultants, in general, are no where near as aggressive as they once were. It seems to be a lost art among sales people today. Sales people are even afraid to ask for the sale in most cases.

Prime Example: Customer came in with one of our more "experienced" sales consultants. Said he was looking at the ad unit truck for $25988 (Retail on truck is $35062). The customer then said he was planning on putting $15,000 down. Later I happened to walk by and saw the comitment from the customer of only $3,000 dollars down payment. So what happened between the time the customer walked in, and the time they sat down and wrote the deal?

Simple. The sales person talked himself out of the initial down payment. What should he have done? As soon as the customer said he was putting $15,000 down, the sales consultant should have stopped, and asked the customer if he was planning to pay the down payment in cash or check, then collected the down payment.

I have been criticized by some for being to aggresive with my sales approach. And I do have a very aggressive approach, but I do know when to back off and be more passive. Sales consultants are afraid to be aggressive possible because they are afraid of being told "no". Guess what guys, your in sales, people are going to tell you no. It's part of the game. I would rather not make a sale knowing that I did everything in my power to do it, than wonder "if I had asked for... would I have made the sale."

Aggressiveness is not a bad thing in sales. It's needed. Just don't become over aggressive. - by jrboyd
Sales has progressed alot throughout the past few decades, but there is one key ingredient that I see is missing from alot of the sales consultant's out there now. Sales Consultants, in general, are no where near as aggressive as they once were. It seems to be a lost art among sales people today.
I don't know if sales has progressed, JR, but your observation has merit. What HAS changed is the ranks of people entering sales today. There are many sociological and economic factors involved, and mostly, people today enter the field for different reasons, and with different expectations than in years gone by. Different demographics, and different psychographics, among those in sales today, have quite naturally brought about different behavour in the this workplace.

One of the bright spots is the increasing entry of women into the profession. In my view it has raised the bar. But when the bar gets raised, the weak are more transparent. - by Ace Coldiron
When you say aggressive what do you mean JR? - by PiJiL
When you say aggressive what do you mean JR?
When I talk about aggressive, I am talking about not afraid of telling a customer no, or a customer telling you no. The good sales consultants in the world have one thing in common. I like to call it "hunger". You can see it in their eyes. They are hungry to make the sell. They are like a pitbull, and don't let go until the sale is done. The one thing the GREAT sales consultants have in common, is they have this hunger, yet they don't make the customer feel pressured. It's really hard to explain, on what aggressiveness is when it comes to sales. But you can tell which ones have it and which ones don't, because the ones with it do well regardless of the conditions or circumstances. - by jrboyd
Thanks for the clarification.......................

I love the pitbull analogy, my nickname is bulldog :)

My opine is that there are no bad salespeople, only bad sales managers..............

Should you have the wrong staff find the right ones...........

You can always give direction to someone with energy and belief, its really hard to direct a slug ;) - by PiJiL
Mon.... just for clarification... we use pit's here for pig hunting. The advantage of them is that they "don't let go". They is the reason we carry staple guns, blood vessel clamps, and crazy glue.

While I appreciate the analogy... I'd be using one like a border collie instead.... if it was me that is... but it aint... it is you, and I got the picture..and I'm procrastinating... waiting for downloads....

Much Aloha... thmbp2; shds; - by rattus58
The good sales consultants in the world have one thing in common.