There’s a famous story that the late David Ogilvy told regarding his early years in advertising.
Please allow me to paraphrase . . .
He had an appointment with some obnoxious ass, who said something along the lines of “You will be given 3 minutes to offer your pitch. At the end of the allotted time I shall ring this bell at which time we will be done hearing your pitch. Any questions before we begin?” David Ogilvy said “Yes. Ring the bell!” and left.
I was reminded of this when someone on Twitter was talking about how he loves it when a prospect says “you have 2 minutes”
Forgive me if this seems a bit inappropriate but I would invite someone to “Bite me” if they ever said that to me but I’m digressing.
Today’s post isn’t about ridiculous time constraints . . .
Its about crappy courtships.
I’m talking about rude prospects
I’m talking about unreasonable prospects
Ridiculously cheap prospects
I’m talking about people who cross the line and ask questions that might be a tad inappropriate like this one asked of a female sales professional . . .
“How long before we lose you because you’re pushing our babies?”
In that moment (although a totally straight dude) I wished I were a woman so I could look that fellar in the eye and ask him if his parents were brother and sister.
I’m willing to bet that they were.
Which leads me to ask you an important question . . .
At what point do you tell your prospect to “ring the bell”?
I am not going to be able to speak directly to your question as I have been pretty fortunate not to run into too many “rude” prospects. I do however run into people who are quite the opposite (too nice). I do not mean this in terms of the social butterflies who want to talk all day but instead people who have no intention of purchasing but trying to butter me up like they would everyone they see. I get a sixth sense they treat me and my competition the same way.
Perhaps they feel obligated to act nice knowing they aren’t going to purchase that day. Id be curious to here feedback on how others deal with these situations.
A great point and the topic of a future blog post for sure!
Thanks Adam!
When dealing with these types of behavior, whether rude, or nice, consider how in depth the pre-call had been. You may be able to prepare yourself for what is to come, or keeping in mind the value of your own time, decide not to waste theirs either.
Thanks David!
Priceless!! Oh I love your delivery Paul … so my style! I wish I was a bad-a@# and could say I have a zero tolerance policy. Alas … it is a “one strike you’re out’ policy though. I fortunately rarely come across these lovely individuals, but I have and I do and it’s really not pretty. If a customer is rude and a pain, I encourage them to go elsewhere with tact, but a strong message. I’m not in the babysitting business and I sure as hell don’t get paid to be talked to like a dog. If a prospect is rude, I laugh and say “Next” – no time for that in life, too many fish in the sea. I live by the Golden Rule on all fronts and I do have expectations that you can at least be a decent person. I’m not expecting gushy, but I am expecting respect because I give that to everyone. Life is short and someone once said to me (in regard to a relationship, but nonetheless) “you’re not a doormat, so don’t act like one”. Some of the best advice I’ve received!
Great post – thank you!!
Much kindness,
Elena
“you’re not a doormat, so don’t act like one” . . . Fantastic advice in any scenario Elena!
Thanks for taking the time to share it!
Speaking from experience, I’m sure your female sales reps can list more rude/sexist/obnoxious comments than they care to remember. I won’t open that Pandora’s box.
However, I did have an experience where I called on an upper level marketing exec for years at a global manufacturing company. I would begin to make headway – even got payment (but no files) for an online ordering site – but then she would go silent. She would commit to get me information, art, whatever and then would vanish. I spent years going through this frustrating cycle, because she controlled a decent annual print spend.
The last straw was when I invited her to our large annual conference – expenses fully paid by my company. During this trip, we had some great conversations about all the new things she was learning, how many ideas she was returning with, the works. I thought this was the turning point in a previously one-sided relationship. Needless to say when we returned, so did her old ways and I didn’t even get a verbal THANK YOU for the trip. Six months later (when it was clear this thank you was not forthcoming), I pulled the plug on this relationship and have never looked back! Not returning a phone call is one thing, but a complete lack of manners and appreciation is another.
I can truly relate to that situation and can honestly say that we’re much better off without that lousey courtship transitioning into an even lousier marriage.
Thanks Ms Granger! 🙂
Paul – This is a truly exceptional posting. Anything that I would attempt to add would make me look like someone the baby in that great picture is talking about.Thanks again. ~ Dan
Thanks Paul. In trying to build a win-win reltionship you will come across these types who only want a lose-win relationship. The faster you walk away, the better. The last thing you want is to stretch it out into a slow loss. And you will always lose.
That “slow loss” thing is the absolute worst Tom!
Thanks for sharing your thoughts!
Good point Paul! We don’t need to put up with that cr**! (Been there, done that too many times).
I am very selective about whom I do business with now, and determine if I wan’t to have someone as a client in the courtship phase.
People, please don’t live be the “I can change him if I love him enough” philosophy – doesn’t work! If the relationship goes south and can’t be mended, I’m ready, willing, and able to fire their a**.
As in aIl relationships, it has to be a 50/50 proposition, and if you go into the deal with that in mind – and stick to your guns – you’ll come out feeling much happier!
Best,
Marie Watkins
You get an all caps AMEN on that Marie . . . Well said!
Thanks for taking the time to stop by and share your thoughts!
I love sales stories and I’m anxious to hear how other sales people handled their situations. I haven’t met a rude prospect in terms of inappropriate questions, however, I’ve had my share of those who continued to either postpone or, better yet, not even show up for our scheduled conference call or webinar. After rescheduling the call for the 3rd time, and yes they would accept the invites, and they still not show up then I usually send an email stating something like, “I may have misunderstood you…” and then walk away.
No doubt Lee . . . standing you up like that is just rude.
They don’t deserve you!
Thanks for stopping by and sharing your thoughts!
It doesn’t happen often, thankfully, but I have no trouble walking out if I’m treated with such disrespect.
When a so-called prospect behaves in that manner, I think it’s important for the sales professional to stop, take a breath, and realize that the “prospect” just disqualified himself/herself.
If a person is willing to demean or insult you, that means they’re not viewing you as a credible potential business partner. They’re viewing you as a nuisance, not a solution provider, and no matter HOW much they may actually need your solution, they won’t end up buying or adopting it.
By staying, grinning and bearing it, you’re wasting your valuable selling time.
Thank them for what time they did give you, walk out with your head held high, and go find someone who’s going to recognize the value of the solution you bring.
I think I’ve noticed a correlation between these types of prospects and what I am selling. I definitely saw more of it when I was selling accounting software than I am these days selling something else. I have a theory that if you are selling something that people need to buy (versus want to buy) you run into far more rudeness in the sales cycle. My accounting software customers had plenty of reasons to buy (outgrowing current system, need to comply with govt regulations, etc) but very rarely in 6 years in that business did I work with a prospect that seemed like they really wanted to change accounting systems. It was something they had to do, not something they wanted to do, and their attitudes tended to follow.
Great point Chris.
I don’t experience those things with my sales training company!
Thanks!
I’m in the binding supply business and come across these types of people more than I care too. If they are a prospect I walk away…quickly. If they are a customer…and likely not a good one…then their price goes up. When they call me to inquire why the increase I tell them because they are an @$$. They usually ask how do I get my old pricing and I tell them to order more often and quit being a jerk. I am about 50/50 on people who take the increase and continue and those that change their tune a little. There are too many potential customers to put up with this type of behavior.
So that’s how people find out they’re a jerk . . . we tell them 🙂
Thanks Robert!
I have never been treated rudely when I go out to do business (which goes back to my days when I owned a Farmers Agency as the Inside Rep position is ol’ Jabba’s favorite) But Cold Calling of course I have. I can think of one time when I was asked angrily IS THIS A SALES CALL? and I would model them and reply IS THIS A BUYING RESPONSE? They would say no and then either hustle me off of the phone or bust up. Those who hustled me off of the phone helped my process, those who busted up oftentimes I did business with from whence sprang the maxim “Happy People are sellable”
Conversely, the saying “Dump The Grump” also came from that school.
“Is this a buying response?” I love it 🙂
At the point that I don’t value them as a prospect, if they don’t respect you enough then you are wasting time.
Now that’s a great response Dan . . . Thank you for taking the time to stop by!
Oh my! My clients haven’t been quite that blatant but have come close! Either I’m a commission-ho or a doormat. But I’m learning and getting stronger about saying, “I don’t think this is a good fit”.
“Commission-ho”? That’s my maiden name Valerie 🙂
Thanks for stopping by and enjoy the rest of this fabulous Thursday!
Hi Paul, Great conversation, I’ve had a few rude prospect meetings over the years and I have to say I did not follow up with them. The strange thing for me is when the prospect becomes a client and their expectations change. At the beginning of a project I’ve outlined the a schedule, nothing appears to be a problem. Then roughly a third of the way into the project their needs change. I do try to assist and remove the pain they feel, as they are getting pressure from the boss for quicker delivery date. Alas, there will be no compromising or negotiating, only the attitude that they’re the customer. Now I have to meet the moving target. I’ve heard back that my company is “difficult or non-response” which is far from reality, we made the new date. Now that’s what I think is rude.Has that happen to you?
Your pal,
Jay
Jay you are forgetting that I had worked in the printing industry for 15 years. I remember those days all too well and I don’t miss them.
Thanks for stopping by and what the heck, its 4:15 . . . take the rest of the day off. I won’t tell your boss 🙂
Hey Uncle Paul,
Great post!
I just rung the bell on someone in our first conversation the other day. He was being totally aggressive and arrogant and asked me ” DON’T YOU SPEAK SPANISH?” (I am Cuban) I told him, “Excuse me?, I’m about to hang up on you”
(the Cuban machismo came out :)He then apologized and asked for my help and we are still working on a deal…I have learned from many years of prostituting myself and putting up with arrogant blowhards that at the end of the day, it will end up bad anyway and to respect myself is a lot better and more empowering than trying to chase after some insecure jerk…
Now that’s a great story Peter but be honest with me. If you knew for certain that the end of the world was coming tomorrow, would you have kicked that guy’s ass?
Fess up 🙂
Seriously Peter good for you!
Thanks!
Ok. Opposing point of view… Yes, sometimes you should court those. I have a client who started off as rude – did not have time to hear me out, very brusque, had seen it all and done it all before and why should I be different. I didn’t react to that. I calmly continued to call him and talk to him. At some point, he opened up and gave me a shot to work with him. The price was very low. Ok, not ideal, but I don’t like to turn money down or leave any on the table. I took the offer and delivered. New needs arose, I delivered on those as well. At that point, when I needed to raise the price, the customer felt it was reasonable, as they had seen value, and want the relationship to continue. It’s now a strong partnership…and I hope it continues.
You raise such an awesome point and I guess its up to us to be able to make the proper judgment call as whether its worth it.
Thank you for showing us another perspective!
Well said!
Thank you for taking the time to stop by and share your thoughts!
Love it, Paul!!!
You are so right, it is amazing how rude and insensitive some people are…someone needed to teach them some manners!
I tend to be a bit blunt when prospects dance around issues, have unrealistic expectations (want lots of extras but no remuneration for them)…..if this is honestly not going anywhere I would appreciate a candid directive or why would you expect so many freebies, I too need to be profitable and I am sure you can understand that.
Sometimes people are just afraid to say no or try to milk as much as they can from people who will let them.
Life is short…enjoy what you do and try not to let others take advantage of you or be rude to you!
Great points, Paul. I’ve sold everything from vacuum cleaners to Cadillacs and I absolutely love the game. It was always funny to me how many of the people I worked for referred to “prospects” as “customers”. As far as I was concerned, they weren’t “customers” until they agreed to purchase and were treated accordingly.
Cheers
Rob