We had been getting calls at our house for the last three months from a timeshare company. They wanted us to come out to listen to a sales presentation. Apparently our friends had gone to a presentation and gave them our information as a possible interested party, “thanks guys by the way.” Apparently if you went to the presentation you received a three day no expense trip to Las Vegas. We went to the presentation, saw the movie and then were paired up with a young fellow who was going to give us the pitch. In summary, we ended up listening to this guys spiel for almost an hour. We probably said one word during his presentation.
The whole idea really makes sense in theory. Pay a yearly fee and have an option to vacation anywhere in the world. But travel and having fun is not free, this program was going to cost us a cool 13k dollars. At the time we were just out of college and did not have two nickels to rub together. We raised the objection of not having the money, hopefully thinking this was our way to get out of here and get the free tickets. “No problem,” he said, “we can finance you for around 16%APR,” “Oh Goodie,” I thought.
After that I just said no and the salesperson flipped out. He actually became pissed off at me for not investing 13k with his company and his idea after just meeting him an hour ago. If you are going to ask me for 13k at least by me dinner or at the very least a muffin.
Eight years later my wife and I have talked about actually doing a time share despite our negative experience. But for that one bad experience, we just cannot do it. It is amazing how one salesperson can influence you good or bad for the rest of your life.
The other night I took my daughter to rent her favorite DVD from the local Red Box. Unfortunately, the DVD had been rented and was not available. Trying to explain this to a three-year old can be difficult and she was not hesitant to voice her displeasure. While this was happening, standing by the DVD machine was a man eating doughnuts and drinking milk (we were outside a 7-Eleven). He kept looking at me-at first it made me uneasy, but I figured he was just taking a break, watching what was going on. The man then approached me, pulled out a coupon book and then asked me if I wanted to buy ten oil changes.
Here I am, with an upset child, standing in the cold and this guy wants we to think about changing my oil. My response was “your timing really stinks.” He assured me that this is a really good deal, to good to pass up and my next response was, “I don’t care if they are free, now is not the time.” He shrugged and left. After settling on another DVD (thankfully) we headed back home. As I was driving I began to think about timing in sales.
Here was a guy who had a service I needed (oil changes) at a great price. However, his timing was terrible. Had he approached me in a different way/venue he may have has a sale. The fact that he approached me at a tense time also tells me, he really doesn’t care what is happening to me, he just wants the sale, which as a prospect is a huge turnoff.
On sales calls I think it is important to convey how you are selling just as much as what you are selling. You can be selling the greatest product in the world. However, if the timing is off for whatever reason (time, money, bad hair cut) be aware and respectfull of this, set a new time to present and show the customer that you are committed.