Quote:
Originally Posted by MS Fowler
One more old truth---Never Pre-judge a prospect. Give everyone the Million Dollar presentation.
Heard a story about machine tool sales--may or may not be true...At n exposition where all manufacturers and distributors set up and display and try to sell their wares, a shabbily dressed buy came in to one booth asking about a specific machine. Most of the reps suddenly became "too busy" to deal with this "nuisance", but one guy answered his questions and talked to him at length with respect--while all his co-workers were mocking him for wasting his time. Turned out that the shabby guy was really a purchasing agent looking to make a large purchase. The guy who did not pre-judge him got the order.
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I've seen this sort of thing, albeit not to this extent, a number of times.
I've been on lots of calls and in lots of meetings with lots of different distributor sales people. It always amazed me when I saw some of them not treat EVERYONE they spoke to with respect. It starts with the receptionist. I've seen guys talk to the receptionist like she's dirt, but guess what? The receptionist is the person that can get you connected with the person you need to talk to!