Abstract Not everybody possesses the characteristics of an effective salesperson. While some individuals seem cut out to succeed as effective salespeople, others appear rather lousy when it comes to undertaking activities that involve sales. In this text, I describe two experiences with sales people – the first being a pleasant one and the second, a rather frustrating experience.
Art of Selling: My Two Experiences
A career in selling has its own challenges. This is particularly the case given that to be able to sell any product or item, one has to not only persuade but also convince the prospective buyer that the item in question is beneficial and worthy of purchase. In an attempt to enhance their sales, some salespeople tend to be rather dishonest especially with regard to the claims they make about the ability of specific products to satisfy a want. In that regard, therefore, not all our encounters with salespeople end up being captivating and memorable. Indeed, I have had my share of bad moments with salespeople as will be highlighted elsewhere in this text
Most Memorable Experience with a Salesperson
My most memorable interaction with a salesperson took place during the December festive seasons. We were shopping for a good lawn mower and a friend recommended a certain brand of the same and offered us contact details of a salesman whom she had purchased a similar product from. I immediately dialed the salesman's number and on the other end of the line was an extremely courteous man who promised to pay us a visit the very next day to discuss our specific needs. The salesman did not disappoint. Indeed, he was at our door step at the appointed time and without the slightest sign of exaggeration proceeded to compare his company's brand with what the competition had to offer. This was after we zeroed-in on the ideal product (interims of size, mode of operation and efficiency) for our specific needs. Although assertive, he did not betray any sign of impatience over our nagging questions -- he instead encouraged us to raise all the concerns we had regarding the product in question. His way of communication was also unique. For instance, he never at any time made us feel rushed to make a purchase decision. He even suggested that before placing the order, we go through the product brochure and compare what his company had to offer with what other sellers were offering -- especially with regard to after sale services, servicing, pricing, etc. He was not only confident but also honest. Even after leaving, he stayed in touch by making follow ups. We purchased the lawnmower four days later.
Worst Experience with a Salesperson
About a month ago, a friend was shopping for a house and I accompanied her to a real estate sales agent to have a look at the various property listings in various locations. At first, everything seemed proper. The agent was not only courteous but also polite. This was until we visited the properly site of a house my friend had identified as being ideal. To begin with, it was very clear from the onset that the real estate sales agent had lied about the condition the house was in. Back in the office, the real estate sales agent had claimed that the house was in "perfect condition." What we were seeing was, however, far from perfect -- from signs of a leaking roof to poor lighting and peeling bedroom walls. Worse, when my friend sought some explanation, the sales agent became largely dismissive with his language bordering on rude. He at one point remarked that we were being petty for fingering "minor" faults. Clearly, this particular salesperson lacked what Mackay and Wilmshurst (2012, p. 234) refer to as empathy, i.e. "the ability to feel as the customer does." His defensive and evasive nature clearly demonstrated that he was in a hurry to close the deal and move to the next one -- the trait of impatience that he had covered up earlier on was now becoming rather obvious. This was surely one lousy salesperson and needless to say, my friend had to look elsewhere for a better house, and perhaps, a better salesperson.
An Evaluation of Both Experiences
My two experiences with salespeople as has been highlighted above are worlds apart. With regard to the first experience, it is not everyday that we meet a salesperson who not only seems, but is genuinely concerned about the welfare of the client. Although we could have been overly inquisitive about the quality of the product (our previous lawnmower had broken down), the salesman in this case did not exhibit any impatience -- indeed, he encouraged us to ask more questions. At no time did I (and we in general) felt taken for granted.
Regarding the unpleasant experience, I was really irritated by the salesman's dishonest nature. He knew the house was not as he was representing it, and later on, instead of admitting that he had misjudged its condition, he took to belittling my friend's concerns. This was one salesperson that did not care about the welfare of his clients.
Would I Make a Good Salesman?
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