There was a customer I had that was known throughout the industry for her one word comment.Busy. I was told of this woman before I ever walked into the account. She was a wile and knowledgeable purchasing agent. She knew her stuff and more than held her own with salespeople.
Each time I called on her after I got the account I would walk into her office on the appointed day and start the conversation off like this. "Good morning Betty,how are you”? “Busy” Was her reply. Loved hearing it. Always made me laugh thinking of how everybody fell in line with this comment.
As soon as she said busy. I said “let me get right down to why I'm here", or I just took out a piece of literature or whatever I wanted to show and started talking about it while smiling slightly.
When your customer sets the tone in this manner pick up on it and get right down to business. The only salespeople who had trouble with Betty were those who weren't sharp enough to get right to the point. She let you know right off what she wanted of you, and that was to spend the least amount of time in front of her to complete your business. Busy or not she wanted you to know that you were to be there for a short amount of time so get down to business.
Now some may of thought that she was curt and unfriendly but what they didn't know was that she had other responsibilities aside from her purchasing duties and was overworked.
When your customer makes it known that they are busy then shift gears and get down to business. I loved customers like this, no time wasted, direct and to the point.
After all I always figured I got paid by the word.
Thank You
Joe D'Ambra
www.basicsofsales.com
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