How difficult is it for a sales person to return a call for information? Apparently, pretty difficult! All I wanted was for someone to treat my request with respect, take me seriously, and provide some additional information. I guess my expectations were too lofty.

Ever had an interest in something and needed clarification, or more information before you bought? Ever wanted to feel more comfortable about buying? Have you waited for ANYONE to return your call in which you indicated you were eager to buy, but just wanted a few questions answered? You didn’t require someone to “sell” you, just help you buy what you wanted. Ever wondered why the sales person didn’t act as if they believed you truly wanted to buy?

After all, aren’t these unresponsive sales people the very same ones that often complain about no sales, unreasonable customers/prospects, not being trusted or liked, and how slow business is? At least this is exactly what I heard from the sales person I called back to clarify what he had indicated to me. And mind you I’m talking about buying a car—and we all have our assorted, sordid, buying experiences in this market.

With all of the negativity associated with this market it seems to me that ANY indication of an intent to buy, coupled with urgency and clear ability to buy would be eagerly met with zeal. Not so! As I write this I am awaiting a response to my questions—from three days ago. I must be the dummy here! Yes, I left a message that is clear about my intent to buy with some clarification of small details.

As a sales person myself, I would love to have such a scenario as obviously any sales person would. So—what’s the problem?

I believe it to be a self-perception issue for sales people. That perception tends to be one of negatively seeing themselves as a person the rest of us don’t trust, don’t like, don’t believe even when as customers we are ready to buy. They believe it’s a just another “stroker”, time waster, or looker. Many sales people are to quick to pre-judge, and those judgments are most always negative—a reflection of their own negativity. It’s past time to stop this destructive behavior as sales people. See yourself as a professional value resource and act accordingly. Never assume anything when selling. Always ask, and respond, creating value through your actions and attentiveness, even when you have to say you don’t have what they want. That’s integrity and that’s what people want.

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