As a salesperson you run into some of the most ignorant people on the planet. People that won't even take a meeting. My friends tell me, "Oh they just don't like salespeople. That's all. I don't like salespeople. I don't even know why I'm friends with you anyway."
Fair enough, so they don't like salespeople. What does that have to do with hearing a person out? All I want is to show them my product...am I that great of a salesperson that by some "magic" I will sell them something they don't want? Uh...no. No one is that good, and I repeat NO ONE. You can't sell what they don't want to buy, but on the other hand they can't buy something they've never seen or heard of, so this is a two way street. If you're not willing to see someone then you're just an idiot. That's like trying to by a car and going to just one dealer and looking at just one model. Is ignorance bliss? Or bullshit?
Last week, I was cold calling....yes cold calling; on a lead I received from a pretty reputable source. "Oh you need to go to this agency, they need you're products badly." , so my friend tells me. Meaning they're practicing medicine in the dark ages and get over there before they bleed another patient to death to remove the "bad spirits" from their bodies. I laughed as I headed into the agency and it seemed like it was pretty well kept. I was surprised because usually the appearance of a place can tell you how well they take care of their patients. Usually...but not in this case.
I walked in and introduce myself but did not mention I had been referred to them. I checked my reports and notice that they even had made a few purchases in the last month. So I anticipated this might be a "warm call". I was wrong.
"Hi I'm M. I represent _____________. You're a customer of ours and I was wondering if I could either speak to the Director of Nursing or maybe just get a card to make an appointment.", I handed the young man behind the desk my card.
He seemed terribly annoyed by the intrusion. "You can't see her without an appointment sorry. It's best to CALL ahead of time." And he stressed the word call.
"Is the Director of Nursing here today?", I asked, hoping that she might have a little break in her day to chat for a few minutes.
" Uh yeah. But like I said, it's best to CALL ahead of time for an appointment.", he said again and handed me back my card.
" Yeah I get that I need to CALL ahead of time but someone referred me this agency and advised that I speak directly to the nursing director. So can I get a card to make a phone call so I can make an appointment or is she available now. If she's available now that would be great"
Now he was really annoyed. I guess I had interrupted his "me time" with People Magazine or Facebook. He held out his hand. "Can I have your card back?" I handed him the card and he took it, stood up from behind the desk and walked towards an office with a large window.
Now this is the part that annoys me about being in sales. People always look at you from their offices like you're a rabid dog, or a criminal who's on the loose. Like meeting with you, might place them at risk for rabies or an abduction. It's funny but I don't understand why people aren't more considerate. It's strange, but then again, I hate when people knock on my door selling Christmas wreathes, so I guess it's understandable. I just don't like the way they look at you. So here I am standing in this lobby, being ogled by the Director of Nursing and the "GateKeeper", and I look away trying to be polite. I look at the coffee table full of "OK" magazines and wait for him to come back. It takes a few minutes, and I hear them talking, and finally he returns and hands me back my card.
"She said we don't need any at this time. Thank you.", he said with a forced smile.
I was in shock. I thought for sure she would at least give me her card.
"What? She said we don't need any at this time? I'm sorry what does that mean? I'm not selling cologne door to door or Disney knock off products. These are medical products. "
"I dunno what to tell you. She said she didn't need any. That's what she said.", and I think he snickered a bit.
"Well can I just call her to make an appointment since she doesn't even know what it is she doesn't need?"
"We don't give out that information. SORRY.", he said and then smiled. Not a pleasant or even a fake smile, but the smart ass smile that means "screw you". And at that moment, I knew that I was not gonna take any crap from this little prick.
"I'm sorry. If you don't hand out cards and don't give out information, how does someone CALL ahead to make an appointment to do business with the agency. I'm confused. Is it magic?"
"Yeah I'm not sure exactly. Maybe just leave me some information and I'll give it her and she'll give you a call."
"Oh no problem. Here is a clinical study of how our products improved outcomes in over 1100 patients, and here's my card. Explain to her that I was a referral from Dr. Mengele and he thinks we can help your patients.", now I was completely annoyed, and ready to burn this bridge.
"Okay, no need to get irritated. I'll give her the information. And which doctor recommended your company?", he said, visibly flustered by my attitude, and even more confused that I referred to a doctor.
"Dr. Josef Mengele. I'm not sure he's worked with this agency before. If you could please pass that message along. Thanks.", I said very distinctly and then walked out. As I stood in the hallway waiting for the elevator I said out loud:
"God I've always wanted to do that!"
I wasn't thinking of the repercussions, or the call my boss was about to get in the next couple of hours. I was just happy that I didn't take any shit from that little bastard. Ah....rude.
Have a great day out there!
-M
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