Jeffrey Answers a Question about Old World Sales Techniques | Sales Training

Jeffrey,

A company recently lost my business. It is a company that installs Gutter Guards. I was solicited twice by their sales team and the 2nd time I was in the market to buy; However, their technique is different.

They require that both the husband and wife be home during their estimate. I do understand why they are wanting both to be there (so that they can eliminate any obstacles when they are not there to sell their own product), however my wife does not care, nor does she want any involvement in these type of decisions.

I told them that If they require this, I will take my business elsewhere. They simply stated "Thank you" and hung up. Well, I now have new gutter guards installed by another company and they lost out on a sale. What is your take on this?

. . .

Old world sales people are gonna die. In sales it's called a one-legged sale where only one of the two deciders is in the room. And companies don't want to "waste their time" on someone who "can't decide without taking to their spouse" because the objection that they use is "I'm going to talk this over with my" whoever. The bottom line is that company is rude, stupid and will lose people.

First of all, men don't decide anything anyway. Only the women decide. The woman will approve all decisions in any household. Don't take my word for it. Ask any husband. The bottom line is this: If you're in the sales business, you're also in the service business, you're also in the people business, you're also in the friendly business. And somebody says "I'm not gonna give my sales presentation unless both decision makers are in the room," is a moron and they're gonna die a slow death.

That's the bad news for them. The good news is, call their competition and coach them on what to do correctly. Somebody obviously did. You bought from them.












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