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The water lady from the previous post used to work for a local office products dealer. She responded to our inquiry about color office printers by setting up an appointment with Jeff H, Dig’s trusted expert for all things computerish. I had asked him to research printers and then give me a recommendation on which one to buy. We administer this process routinely and I occasionally ask him a question he didn’t think to ask but for the most part, what he recommends, we buy.
This particular sales rep never asked Jeff who made the decision. She never asked to meet with me or to include me in her proposal presentations. She made four or five trips, one with her sales manager, and provided him with multiple pricing options but neither she nor her manager bothered to ask about the decision making process. What’s funny about this story is that DIG does sales coaching which a quick check of our website would have indicated. Maybe I’m crazy but knowing I was calling on a company that provided sales coaching would put me on my best sales behavior.
Not surprising Water Lady is now selling for a coffee/water service. Her previous employer hasn’t adopted better hiring or training practices however. Since her departure we’ve had two more “stop bys” conducted by two new reps wanting to update us on models and pricing. Each failed to ask about the decision-making process or to notice our brand spanking new color printer. How long do you think we’ll stay in their pipeline?
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