Salespeople Can't Underwhelm Anymore.... Show Some Enthusiasm!
Written By
Lori Richardson
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In the current marketplace, no one can afford to be complacent or lethargic. I had an interesting experience happen the other day where I wanted to shake the salesperson. (note: I am not violent - just get frustrated when I see such poor rapport and effort)
The other day I bid on a two-hour housecleaning service at an auction for our home. I won. We scheduled the cleaning, but since this is a franchised location of a mega organization, they wanted to send someone out "ahead of time" - which of course is the salesperson.
She called to confirm and arrive. I'll call her "Mary."
Mary was low energy. She claimed to have an allergy issue, which in all fairness, could have been the problem - but all I saw was a lethargic, mediocre representative of her company. She didn't ask me questions to build rapport. She didn't learn about our lifestyle and why we really should have a regular or semi-regular housecleaning. She didn't get it out of me that my husband and I both feel we can easily justify this service because of our schedules.
Instead, she walked around and wrote stuff. I have no idea what. She was apparently writing multiple possible price quotes - and I haven't even said I want the service on an ongoing basis. She told me they don't "normally" do windows (huh?) and told me some other don'ts. She got way too detailed and made me hope that she would leave soon.
Finally, although she was a fairly nice person, I had to get back to work. She was talking in a monotone - going through the gestures - but not connecting with me at all. So finally I said,
"OK then…is there anything else you need?" (I made it a point to increase my energy and tone about ten points - I think she was startled)
She wrapped up and I thankfully was able to get back to work.
The moral of this story is that average, mediocre performance is not enough to win customers anymore. Show me your passion, your enthusiasm! Tell me why your company should do the cleaning - or the whatever - and earn the business. If you know of a housecleaner……