The War Room
Question
Post

What's one practice of salespeople that really irritates you?

👑 Sales Strategy
37
Rallier
Politicker
+9
Account Executive
Trying to push deals through end of month/quarter. It completely disregards the prospect's needs and is entirely self centered
Ace
Arsonist
+9
CEO
Well won't that be sandbagging?
detectivegibbles
Politicker
+8
Territory Rep
Both right. But context is key. 

"Mr. Customer, if we can get an agreement and deposit by end of month, I can toss XYZ in at no cost"

"Mr. Customer, does it make sense to get this done before end of month? Or does next week feel more comfortable and realistic?"

I don't think it disregards the customers needs if they're still getting the same product/service the last week of the month or the first week of the new month. 

Is sand bagging bad? Not in my opinion. 
Show 7 more replies
softwaresails
Politicker
+4
Sales Manager
Lying. I hate lies. Be upfront and honest about the entire sales process. 

Chances are, whatever you feel like you need to lie about isn’t even that big of a deal. 
Ace
Arsonist
+9
CEO
Totally! This is very big
BCD
Politicker
+6
BDR
Agreed! 
CatFan
Sales Director
Refusing to give the price
Ace
Arsonist
+9
CEO
Refusing to give the price in the beginning or ever? Because there are threads that argues the other side of the coin - giving in beginning
CatFan
Sales Director
At the start! Like it harms the chance of a meeting, and only alienates
Show 3 more replies
Chep
WR Officer
+10
Business Development Team Lead
Lying is the big thing. Otherwise, I try and emphasize with the salesperson because I know the job is a grind
Ace
Arsonist
+9
CEO
That makes sense. I also think that lying is a big thing
sketchysales
Politicker
+7
Sales Manager
Them assuming they know my situation or issues without discovery.
Ace
Arsonist
+9
CEO
Oh yeah that's total BS. They skip the discovery part and get right to selling
Salespreuner
Big Shot
+11
Regional Sales Director
Saying they are here to sell directly on the face
Ace
Arsonist
+9
CEO
How else would you have it?
Salespreuner
Big Shot
+11
Regional Sales Director
Understand, then tune and help/support

Rather than outrightly saying. Hey prospect, here is to sell my product
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Nairobi
Politicker
+7
BDR
Knowing the price but not saying it until the end
On
Onemoredial
Valued Contributor
+4
Account Exectutive
What's the point of saying the price before they know what the respective value is? 
It's like me saying I have this mystery item in a bag and you can buy it for $1,000 you'd likely say no. You have no idea if it's a rolex or a pack of mints. 

If I can clearly outline how the ROI is 5,10,50x the cost you might be able to move budgets, create a flexible payment schedule, recoup costs from other subscriptions, products, FTEs that become redundant as a result of your product.
Ace
Arsonist
+9
CEO
Would you rather say it upfront? Or would you rather wait till the prospect asks?
detectivegibbles
Politicker
+8
Territory Rep
If you sell one specific product with a set price, sure. But I'd bet 99% of the salespeople in the war room would attest that there will always be multiple factors that can dictate price. 
Show 5 more replies
nomdeguerre
Valued Contributor
+5
VP of Channel Partner Sales
If you are only interested in the price, then you are not a qualified buyer. However, what I do agree with is the salesperson who starts talking gibberish when asked about the price... you know oh well that depends on this and that and blabla.

A salesperson has to be able to give at least approximate pricing in my opinion, but they shouldn't do it before they have done discovery and uncovered the pain the customer has and aligned the value the product brings in terms of reducing that pain.

I would recommend setting upfront agreements for your calls, as recommended in Sandler Sales System. Basically, stating at the beginning of the meeting what you intend to go through in the meeting and then stating that you will cover pricing at the end... then end the statement with sound fair?
Nairobi
Politicker
+7
BDR
Totally agree, that’s how we do it.
mcsalesperson1
Politicker
+3
Account Executive
Only caring out their own commission. Don't get me wrong I love to make money, but my biggest irritation is selling a bunch of garbage to the customer that they don't need and let other people pick up the pieces
Ace
Arsonist
+9
CEO
Totally onboard with you on this
JuicyKlay
Politicker
+9
AM
Not knowing basic functionality/features of their products
Ace
Arsonist
+9
CEO
How can they even sell not knowing what they're selling lol. Hate when salespeople don't do their homework
JuicyKlay
Politicker
+9
AM
Lol it’s called lying about your product and telling the prospect what they want to here. Really messed up and does catch up to you. 
Show 1 more replies
beerisforclosers
Politicker
+8
Account Manager
Trying to talk numbers even at a happy hour/dinner/trip to Vegas. There's a time and a place, but if you don't have a life outside of sales, just shut up and let the rest of us not think about quota for 10 minutes.
Ace
Arsonist
+9
CEO
Preach. Kill it on the work time. But party hard on party time!
Stringer
Arsonist
+8
SDR
I haven't seen it so much in SaaS, but phrases like, "I'll get paid either way." or saying, "This is a good deal." 

If you'll get paid anyways, then why am I here?

If it's a good deal, then you wouldn't have to say that.

I just hate phrases or sayings like this. You get it a lot when buying a car.
funcoupons
WR Officer
+11
up in Fiji, under paddy
Definitely lying.
Ace
Arsonist
+9
CEO
Seems to be the theme of this thread
crystalbepis
Praised Answer
+3
Enterprise SDR Team Lead
Calendar links in emails. Minimal, I know - but it bothers me. 
Ace
Arsonist
+9
CEO
Haha, yes. It makes sense if it's a warm lead otherwise that turns me off too
MaSaaSter
Opinionated
+4
US BD Lead
BSing me. I know you haven't talked to the VP of sales, or else why would you be talking to me? I know you haven't communicated with this person, because they sit right next to me. Or the best one yet, is claiming a client (who is no longer a client), because they have been won over by the competitor that we currently use. 
Ace
Arsonist
+9
CEO
Haha that last one. Has it really happened?
MaSaaSter
Opinionated
+4
US BD Lead
Oh yes, especially on their websites. I use a tool called builtwith, that allows for me to see when a company is using a technology (or stopped using in this case). 
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The_Sales_Badger
Notorious Answer
+6
Account Executive
Complaining.  Don't do that ish around me.  I won't buy in or hug you... I'll tell you to either get better or dust off the resume.  

Sounds rough, I know.  But honestly - if you're unhappy, do something about it.... something positive.  
Ace
Arsonist
+9
CEO
Complaining in general? Or about the product they're selling?
The_Sales_Badger
Notorious Answer
+6
Account Executive
In my experience, they both go hand in hand.  Now, I'm not a complete dick; if something is off in their personal life, I'll give it a pass and do what I can to reign it in.  

Complaining about the company, the products, the leadership - all of that isn't very helpful.  I'm a solutions guy, and if I'm going to complain, I'll back up that complaint with potential solutions. 
Show 1 more replies
34fifty
Valued Contributor
+5
Team Lead
It's always work talk. Very rarely have i ever gone drinking with my fellow salespeople and not talked about sales. 
Ace
Arsonist
+9
CEO
How would you stop it? Just curious
CRMLord
Good Citizen
Business Development Representative
The type of salespeople who book in several meetings per week with other salespeople to build new strategies and cadences and to “align” with everyone etc. 
Ace
Arsonist
+9
CEO
Never heard of this. They really do that?
CRMLord
Good Citizen
Business Development Representative
I had a few colleagues like this in my previous job. Unsurprisingly, these type of salespeople tend to never hit target 
Show 1 more replies
TheDragon
Good Citizen
+1
CVO
Not answering a direct question. I’ve actually yelled at phone salespeople when they beat around the bush. Respect the client’s time and give direct answers. If you don’t know that answer don’t make one up either. “I can find the answer and get back to you” should be a totally acceptable response if it’s not a super basic question. 
Ace
Arsonist
+9
CEO
I agree. They're kidding only themselves with these tactics
goose
Politicker
+11
Sales Executive
Bad mouthing a prospect.  I've heard enough sales people talk trash about someone when they lost a deal. 
Ace
Arsonist
+9
CEO
Yes, instead of figuring out where they went wrong
goose
Politicker
+11
Sales Executive
For sure.  
qw
qwerty1234
SMB AE
lazily deferring to a sales engineer for a basic product question, or asking another sales coworker for an answer regarding sales processes that they either can easily find out themselves or should have known weeks ago
Ace
Arsonist
+9
CEO
That's a sign of a salesperson who hasn't done their homework
HappyGilmore
Politicker
+7
Account Executive
Lying/bad mouthing about a competitor. 
Ace
Arsonist
+9
CEO
Yes, this is too much. Have seen this a lot
Smithy
Politicker
+4
Director of Sales
Not listening.

That could be to prospects, to advice or to feedback.

It's so prominent in salespeople despite how important it is.
Ace
Arsonist
+9
CEO
This skill is important in life too
LostAngeleno33
Old School Bravo
VP Sales
Talking about themselves at every given opportunity. 
Ace
Arsonist
+9
CEO
Ugh tell me about it
ju
justatopproducer
Opinionated
+3
National Consultant
Lies, and that there way is the only way to be successful. 
Ace
Arsonist
+9
CEO
100%
thegrinch
Politicker
+7
SDR
lack of authenticity
Ace
Arsonist
+9
CEO
That's a good one
Champ24
Good Citizen
Sales Director
Sending me a meeting invite for a meeting I didn't request and don't want to have.
Ace
Arsonist
+9
CEO
Oh yeah. Cold calendar invites. I know how that feels
Prizrak
Politicker
+6
Disruptor of worlds
Not giving me a price. I don't mind if they want to move me through the sales cycle without it, but if I ask directly, I want an answer.
Ace
Arsonist
+9
CEO
Would you rather see the value first or price first
Prizrak
Politicker
+6
Disruptor of worlds
Depends. Its a time thing. So if I know similar products are 50k. And I know the boss won't ever approve that, then it's really simple, how much? Cause I can save us both some time there. 

If I think it should be around 50k and I know my boss is up for 50k then lets see the value first and go from there. 

I do the same thing with my own companies. I might think your solution is wonderful but I don't need it bad enough for the price (zoominfo is a perfect example). So let's get straight to the point of price and find out if I'm even in the ballpark. If I am, great lets talk. If not then you should move on to other leads and I should go back to listening to my Jewel - Pieces of You album on cassette tape.
Show 1 more replies
SheWOLF
Opinionated
+2
Director
“ let me go talk to my sales manager to see if I can sweeten the pot for you“ dude just shoot me straight we’re both sales people here in Time is money let’s go.
Ace
Arsonist
+9
CEO
100%
GeneralCharles
Good Citizen
Country Manager
Forcing a sales process onto the customer. e.g. forcing the customer to talk to an SDR, then an AE and then maybe get a demo, only to realize there is no real fit. It wastes everyone's time, all in name of "trusting the process"
Ace
Arsonist
+9
CEO
100%. This works in support as well. Navigating customers through a series of automated messages to get to a point is equally irritating
Ba
Bandido
Politicker
+3
Client Director
Become linkedin "influencers"
Ace
Arsonist
+9
CEO
Lol
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+22
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+121
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