How to Deal With Salespeople

If you are an executive, you may sometimes feel like a open jelly sandwich at a picnic. Every crazy critter in the world wants to bite into your budget. Here's how to protect your time and preserve your sanity.

Ask questions

Many salespeople work from a script. Rather than let them read it, interrupt with, "Excuse me." Then determine the purpose of the call by asking questions such as, "What are you selling?" or "Why are you calling?" Set bounds on the call by stating that you will take one minute to hear their offer and that you have a timer. Cut through the enticement by getting the facts that you need to decide if their offer has value.

Just say no

If you have no interest in the offer, tell the salesperson, "No." If you have no interest in the company, product, or service, ask to be removed from their call list. Be polite and firm. Simply say, "We have no need for your service. Please remove my name from your list." Avoid small talk, arguments, or complaints. All of these waste your time and lead to nothing. In addition, savvy sales people appreciate candor. It frees them to proceed with their business.

Decline literature

If you attempt to rid yourself of a salesperson by asking for information, you cause three bad things to happen. 1) You guarantee a return call ("Hi, did you get what I sent?"). 2) You waste the salesperson's money. 3) You add to the mail that you have to process. Thus, decline literature unless you are interested in the offer. Similarly, decline appointments, trial samples, or invitations that you know you would cancel. And never ask for a proposal if you have already selected another provider.

Return phone messages

Sadly, some people attempt to say "no" by ignoring the caller. This is a terrible strategy for two reasons. First, the caller does not know what you are doing. They will conclude that you may be traveling or sick and thus call again, and again, and again. Second, ignoring someone is rude, especially if you asked the person to call you, send a proposal, or provide information. If you want to end a dialogue without talking to the person, call (or have an assistant call) and leave a message during off hours (early morning, late evening, weekends). Most good business people appreciate candor and understand the word, "No."

Use voice mail

Strategic voice mail can protect your time. Rather than leave an outgoing message stating that you will return calls, leave a message that helps screen calls. For example, your message could state, "Hi this is Pat Smith. Leave a message if you have an work related issue. If you are selling wingnuts, do not leave a message because we are not buying them." or "If you are selling something, call Chris at Extension 101." In the latter case, Chris may be someone assigned to screen sales calls.

Be open to possibilities

Realize that the caller is another human being, trying to earn a living. In addition, that caller may also be a customer or able to influence your customers. Thus, rather than immediately reject every call, consider that some of the offers may help you improve your business and make your job easier. Treat callers with the respect and courtesy that you expect from others. You will find valuable opportunities when you give them a fair chance to explain why they called. And you can always say, "no."

IAF Certified Professional Facilitator and author Steve Kaye works with leaders who want to hold effective meeting. His innovative workshops have informed and inspired people nationwide. His facilitation produces results that people will support. Call 714-528-1300 or visit his web site for over 100 pages of valuable ideas. Sign up for his free newsletter at http://www.stevekaye.com

In The News:


pen paper and inkwell


cat break through


The Top Three Problems IT Managers Face and How to Overcome Them

Todays business environment has changed drastically from just a few... Read More

Dont Take New Hires for Granted

Hiring good people is only half the battle. The other... Read More

Commercial Collections Billing Practices Advice

Swiftness is the key to collecting past due commercial accounts... Read More

Why Free Agent Thinking Is Good For Your Company

It's no secret! Day after day the news is riddled... Read More

Creativity and Innovation Management ? Idea Progression

Creativity can be defined as problem identification and idea generation... Read More

Recycling, Reverse Logistics and?..Candy

The candy box is a container for all your favourite... Read More

A Tricky Supervision Challenge

Many managers believe that treating their team members as responsible... Read More

Effective Email Communication

Email, when used properly, can generate additional direct sales and... Read More

7 Strategies for Sustained Innovation

The need for constant reinvention is a given in today's... Read More

Tales from the Corporate Frontlines: The Role of Character in Leadership

This article relates to the Senior /Top Level Management competency,... Read More

How to Dodge Distribution Difficulties

It happened again. I ran into an old friend while... Read More

Building the Trust in Your Employees - 12 Easy Tips

In Stephen Covey's great book, "The Seven Habits of Highly... Read More

Human Resources: The Misidentified Subject

Interest in the field of human resources has exploded in... Read More

The Myth Of Relationship Selling Revealed At Last

The second you quit being the 'best deal' for your... Read More

Performance Appraisals: Questions for Smarties and Dummies

In numerous programs I've conducted on performance appraisals, with Human... Read More

The Cheapest, Forget It !

Wouldn't it be great if we got get the cheapest... Read More

Developing Your Mission

"The best Leader is one who knows how to pick... Read More

Planning a Productive Retreat

What value is there in leadership or team-building retreats? Just... Read More

Knowledge Management: More Than Just Know-how!

People sometimes interchange the terms "know-how" and "knowledge", but there's... Read More

Computer Consulting 101 Hiring Tips (Part 1 of 2)

Does your business need the services of a computer consulting... Read More

Characteristics/Attributes of a Lean Operation

Fundamentals in Place? There is a designated place for everything... Read More

Five Key Strategies for Making Your Nonprofit Business More Effective

I love tennis both as a spectator and... Read More

What One Thing?

A few weeks ago I asked my readers what the... Read More

More Computer Consulting 101 Hiring Tips (Part 2 of 2)

Does your company need to retain the services of a... Read More

Character: Is It Necessary In Leadership? (Part One)

We know character when we see it, but what exactly... Read More

Delegation: When to Delegate, Who to Delegate to

There are some very simple guides for delegation.Most people delegate... Read More

Performance Management - By Assuming Nothing

Unhappy as Jenny undoubtedly was, she held on very tightly... Read More

Nine Steps to Help You Develop Your Potential

Go into any bookstore and you will find a big... Read More

The Changing Boss-Secretary Relationship

THE CHANGING BOSS-SECRETARY RELATIONSHIP: Imagine a partnership at work. One... Read More

Tales from the Corporate Frontlines: The Responsibility for Job Security

This article relates to the Job Security competency, commonly evaluated... Read More

Use Noncompete Agreements To Protect Your Business

Q: One of my former employees has launched an online... Read More

Score the Rainbows Pot of Gold: Become the Boss That No One Wants to Leave

Leadership is lifting a person's vision to higher sights, the... Read More

Managing YOUR Expectations

I sit on the board of an organization and at... Read More