by Maura Schreier-Fleming
Maura Schreier-Fleming is a professional salesperson, sales trainer,
and motivational speaker. An engineer by training, she was Mobil
Oil’s first female lubrication engineer in the U.S. With over 20 years
of sales experience, she teaches the art and science of selling with a
unique, hands-on perspective and a great deal of real-life insight. She
can be reached at Maura@BestatSelling.com or 972.380.0200.
uct sells itself is lame-o. You’ve got even
more work to do if you also think that
everyone is a prospect for you.
When is the last time you heard a child
say, “When I grow up I want to be a
salesman?” I’ll bet never. I know why.
It’s because too many salespeople are
doing what I call lame-o selling. Here’s
what they’re doing.
lationship. They work together and
Leave Voicemails That
Will Never Get Returned
Think back to your last voicemail.
Did you call to thank your prospect
or customer for their business? Lame-o. Did you call to touch base? Even
more. You are calling busy people who
are running businesses. You will never
get a call back unless your reason to
call is to help them with their business.
That means you have to know why
you’re calling before you make the call.
Think about how you helped other
customers reduce a cost, avoid a cost
or add to their revenue and that’s why
you’re calling this customer. Now banish touch base from your vocabulary.
Missing The Real Picture
Don’t you think you should know the
assumptions that drive your business
if you were selling a business plan? I
think you should. Someone talking
about a transportation business who
never references the impact that fuel
price changes can have on his business is missing a key part of business
reality. Can you talk about your business growth with realistic growth projections? I think you should. People
who talk about their business without
addressing key assumptions that can
change their business or make unrealistic assumptions come across as ignorant or Pollyanna. Both are doing
You Have A Bad Attitude
I actually heard a salesman say to a
customer, “It’s not my job.” What was
he responding to? The customer asked
the salesman for some information so
he could buy a product. Unbelievable.
Your job in sales is to serve your customer. It goes beyond lame-o to think
that your job isn’t to serve.
Let’s hope that the only lame-o selling you’ve experienced is the kind that
you’ve heard about. When your competition is lame-o it means you have
lots of great prospects for your successful selling.
Best wishes for your continued sales
Build A Poor Relationship
There are some salespeople who
think relationships with suppliers
are irrelevant. They’re the customer so why bother? These salespeople
don’t return phone calls, are antagonistic when they work with suppliers and have a sense of entitlement.
Next time these salespeople have a
problem, where do you think they’re
going to get help? Certainly not the
supplier who views them as unhelpful because of the difficult working
relationship they have. Have you
ever asked for pricing consideration
from a supplier? Of course you have.
Now think about the kind of pricing
you’ll get from a supplier who doesn’t
like to work with you. The opposite
of lame-o selling are the sales teams
that include vendors in their sales
meetings. Now everyone knows each
other and sees both sides of the re-
Have A Bad Strategy
What do you say when someone asks
you how you sell your product? Have
you ever heard that it sells itself? Sales
managers beware! Nothing sells itself.
Even if a customer needs a particular
product, there are always alternatives
to that product with other suppliers
and salespeople. You want that customer to buy from you. What’s your
plan to make that particular customer
buy from you? That’s a strategy that
you create. Thinking that your prod-
Did You Know?
Here’s a tip this week for your sales
success. For every interruption, it
takes the mind 10 to 20 times the
length of the interruption to get back
to the task. So, avoid multitasking
while you’re working. It’s one thing
at a time, not multiple activities.
Source: Jonathan Spira, Chief Analyst
Get more ideas from my selling
and women in business column on
Allbusiness.com and you can follow me