Ace
What's one practice of salespeople that really irritates you?
38
Trying to push deals through end of month/quarter. It completely disregards the prospect's needs and is entirely self centered
Well won't that be sandbagging?
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.
"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.
Great point Detective. I also think "Sandbagging" is not necessaryily a bad thing, in my experience, Sandbagging is a result of a reps complan, the complan ultimately controls and motivates a reps behaviour.
Really great point. Sandbagging isn't bad but doing it well takes a skill or two
I can totally understand if your commission is “multiplied” if you hit a certain number.
at the same time, you’ll never see me sacrificing my customers experience, qualify, service, etc for my gain...that’s bad karma that’ll lead to a problem down the road.
at the same time, you’ll never see me sacrificing my customers experience, qualify, service, etc for my gain...that’s bad karma that’ll lead to a problem down the road.
100%. It’s a term with a negative connotation.
This makes a lot of sense. Thank you so much
100% if they didn’t want us to sandbag, they would design a comp plan that incentivizes it.
Absolutely!
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.
Chances are, whatever you feel like you need to lie about isn’t even that big of a deal.
Totally! This is very big
Agreed!
Refusing to give the price
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
At the start! Like it harms the chance of a meeting, and only alienates
I may have to disagree. A lot of people will just say no to the price before looking at the value. I believe value should go first and then price
I think there is a third way.
"There are a million things that can impact price that I don't know yet, but it doesn't feel like it will be less than $xx. How does that fit into your plan?"
That helps you understand the magnitude of the problem and will help get things that are too small to chase out of your pipeline.
"There are a million things that can impact price that I don't know yet, but it doesn't feel like it will be less than $xx. How does that fit into your plan?"
That helps you understand the magnitude of the problem and will help get things that are too small to chase out of your pipeline.
That's a good way to put it actually. I'll use it in one of my next ones
Lying is the big thing. Otherwise, I try and emphasize with the salesperson because I know the job is a grind
That makes sense. I also think that lying is a big thing
Them assuming they know my situation or issues without discovery.
Oh yeah that's total BS. They skip the discovery part and get right to selling
Saying they are here to sell directly on the face
How else would you have it?
Understand, then tune and help/support
Rather than outrightly saying. Hey prospect, here is to sell my product
Rather than outrightly saying. Hey prospect, here is to sell my product
So through a proper discovery
True
Knowing the price but not saying it until the end
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.
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.
Would you rather say it upfront? Or would you rather wait till the prospect asks?
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.
True. I can attest to that too
@Ace well I just like to be straight up from the get go if it’s something I know it would be a stretch for the prospects.
@detectivegibbles yeah I mean that makes sense. What I was referencing to when I said my comment is that one company that I worked for which had a high min price and we were aiming for companies that clearly didn’t have the budget. But the CEO thought that his product was so great that prospects would buy which clearly didn’t happen. So most of the time prospects would go through our entire process and not buy at the end because of pricing. Brought it up to the CEO that maybe pricing was too high and he said that we were a premium product and to kick out people that couldn’t afford it. He compared us to Mercedes... we barely could get any clients and nobody knew about us...
@detectivegibbles yeah I mean that makes sense. What I was referencing to when I said my comment is that one company that I worked for which had a high min price and we were aiming for companies that clearly didn’t have the budget. But the CEO thought that his product was so great that prospects would buy which clearly didn’t happen. So most of the time prospects would go through our entire process and not buy at the end because of pricing. Brought it up to the CEO that maybe pricing was too high and he said that we were a premium product and to kick out people that couldn’t afford it. He compared us to Mercedes... we barely could get any clients and nobody knew about us...
I can understand that. It can be the best product ever, but if the buyer can't validate it, then it price becomes irrelevant, whether it's $10 or $10000.
I think any buyer can validate a price if it solves a more expensive problem, a time consuming problem, etc.
Does this product solve a $10/hr problem? A $100/hr problem?
There's this weird balance of exposure and proof of concept in the B2B space especially in the tech world. No one knew they needed salesforce until they realized their CRM process was garbage.
I think any buyer can validate a price if it solves a more expensive problem, a time consuming problem, etc.
Does this product solve a $10/hr problem? A $100/hr problem?
There's this weird balance of exposure and proof of concept in the B2B space especially in the tech world. No one knew they needed salesforce until they realized their CRM process was garbage.
You need to wait till the end, as that'll give you give to understand the prospect pain and deliver your value proposition.
Makes sense!
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?
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?
Totally agree, that’s how we do it.
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
Totally onboard with you on this
Not knowing basic functionality/features of their products
How can they even sell not knowing what they're selling lol. Hate when salespeople don't do their homework
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.
Totally!
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.
Preach. Kill it on the work time. But party hard on party time!
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.
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.
Definitely lying.
Seems to be the theme of this thread
Calendar links in emails. Minimal, I know - but it bothers me.
Haha, yes. It makes sense if it's a warm lead otherwise that turns me off too
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.
Haha that last one. Has it really happened?
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).
A pretty handy tool
Interesting - gonna have to check that out, thanks!
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.
Sounds rough, I know. But honestly - if you're unhappy, do something about it.... something positive.
Complaining in general? Or about the product they're selling?
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.
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.
I feel you on that. A line needs to be drawn somewhere
It's always work talk. Very rarely have i ever gone drinking with my fellow salespeople and not talked about sales.
How would you stop it? Just curious
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.
Never heard of this. They really do that?
I had a few colleagues like this in my previous job. Unsurprisingly, these type of salespeople tend to never hit target
No wonder.
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.
I agree. They're kidding only themselves with these tactics
Bad mouthing a prospect. I've heard enough sales people talk trash about someone when they lost a deal.
Yes, instead of figuring out where they went wrong
For sure.
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
That's a sign of a salesperson who hasn't done their homework
Lying/bad mouthing about a competitor.
Yes, this is too much. Have seen this a lot
Not listening.
That could be to prospects, to advice or to feedback.
It's so prominent in salespeople despite how important it is.
That could be to prospects, to advice or to feedback.
It's so prominent in salespeople despite how important it is.
This skill is important in life too
Talking about themselves at every given opportunity.
Ugh tell me about it
Lies, and that there way is the only way to be successful.
100%
lack of authenticity
That's a good one
Sending me a meeting invite for a meeting I didn't request and don't want to have.
Oh yeah. Cold calendar invites. I know how that feels
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.
Would you rather see the value first or price first
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.
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.
Well that's fair. You're only trying to save the person's time
“ 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.
100%
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"
100%. This works in support as well. Navigating customers through a series of automated messages to get to a point is equally irritating
Become linkedin "influencers"
Lol
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