Dysfunctional Sales Buyers

Dysfunctional Sales Buyers:

from (title unknown) by Greg Klingshirn



Buyers are frequently rude to sellers.
They don’t treat us with the most respect. Maybe it’s because so many of us perform the sins of selling and have trained them think of us a “stereotypical sellers.” The best sales folks have tough skin. But that’s not enough. We must learn to overcome the common dysfunctions of sellers if we’re to close more business.
Here’s a walk through some of the most common dysfunctional sales buyer behaviors and how to overcome them:
1. They Just Want to Check Out Prices

Buyers hate having their time wasted yet are all too willing to waste sellers’ time.

These buyers are only interested in determining what their options are in terms of price. They have no real need to invest, at least at the time. While they dip their toes in to test the waters, they’re wasting the time and energy of salespeople who think they are actively interested in purchasing their product. In this case, be direct. Ask the buyer for their needs and timeframe before divulging all you have to offer.
2. They Need More Bids
Occasionally, a buyer will have already chosen who they plan to hire, but may need a few more proposals. They won’t feel bad wasting your time, energy and resources on a dead end, as long as they meet their quota. Don’t agree to do a large amount of work without any compensation. It’s your time, and you have a right to use it productively.
3. They Hide Vital Information
When buyers don’t trust sellers, they protect information the sales rep needs to find a solution. This leaves the salesman grasping at straws, left to deliver a solution that lacks specifics tailored to the buyer. In turn, the buyer is dissatisfied and their lack of trust towards the sales rep is reinforced. To combat this, ensure the buyer contributes all pertinent information. If they refuse to answer questions, it’s in your best interest to drop the deal and move on to other prospects.
4. They Make You Fill Out RFP’s
Particularly, generic proposals that have little or nothing to do with the task at hand. They take a huge input of time and resources to complete, with the possibility of not earning a single penny. Again, don’t be afraid to ask questions. You don’t get paid to fill out paperwork, you get paid to deliver solutions.
In other cases, your buyer will take you (or your competitor’s) best ideas and implement them internally. It’s free consulting for them, but it’s a huge waste for you. Be confident in asking for compensation for your time and effort.
5. They Refuse to Let You Talk to the Decision Makers
Sometimes they’ll even refuse to talk until the proposal is complete. The seller is hung out to dry by unreal expectations, and left to guesswork. Be up front with your buyer regarding your expectations, rather than just meeting demands. Keeping a level playing field will develop respect on both sides, allowing a better flow of information.
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It’s your job to promote a work ethic in which your buyer is open and provides you with honest, necessary information.
Don’t stand for BS. Work hard to place your buyer on the same team working towards a common goal.