Tag: Sales

Making the Sale !!

This past week has been one of transitions. My wife and I celebrated our 30th wedding anniversary, and our oldest child was getting ready to leave home. We’re excited that Melanie is moving and continuing her career as an Occupational Therapist in Indianapolis, Indiana. A few weeks earlier, our son Josh, moved from Ohio to California, so our adventure as empty nesters is on the near horizon.

To get ready for Melanie’s move, we took a trek up to Indy to shop for furniture for her new apartment. She’s been working for a year and wanted to get her own things. We agreed and thought it would be fun to help her out. She was going to be purchasing everything, but she wanted us to check things out and share our opinion. My wife and I are grateful that we have solid relationships with both of our kids. They touch base every so often which is just enough. We don’t have any intention of being helicopter parents. We want to see our kids stand on their own and thrive !!

Back to the shopping excursion . . .

I don’t know about you, but I dread shopping for furniture. I love meandering through the stores and sitting on various sofas and chairs. I also love seeing the different styles, colors and shapes of things that can accent a house. The reason I dread furniture shopping is the immediate accosting that happens when you step two feet into a store by an over eager salesperson.

Now, I understand this is their occupation and respect that. I appreciate that they have knowledge of pricing, financing, dimensions and availability. What I can’t stand, from the majority of them, is their approach. They know why you’re visiting the store, and yet you still get asked, “Are you here to find some furniture?” We both know we are, but they use this mundane and obvious greeting for one reason which is to set their hooks in you. This ties them to you and gives them a chance at commission while also fending off the other salespeople also lurking at the front door.

The first store we visited caught me off guard. We visited Value City Furniture, and the salespeople greeted us and said to contact them if we needed them. Then we roamed freely for an hour !! It was bliss. It also allowed my daughter to take her time and see what she did/didn’t like. Roger, who met us at first, came up to us after an hour and then assisted us in purchasing a sofa and a love seat. He gave us all of the details and was outstanding. He also worked directly with my daughter since she was the purchaser.

The second store was an even better experience !! We went to Bob’s Discount Furniture and met Chauncey. He lit up the showroom and was warm, welcoming and hilarious. He worked directly with our daughter while also checking in with us to make sure she found what she needed. He had one liner jokes that put us at ease even though they were outlandish and cheesy. He chose to be intentional and engaging while also allowing us the time we needed. Melanie ended up getting a bedroom set from him.

The third store we saw brought back my anxiety, dread and past experience. We were ambushed at the door and the young man said he wouldn’t stalk us, but gave us a coupon that we could show other salespeople slowly circling for their next kill to keep them at bay. He said he’d be back in 10 to 15 minutes which really meant three. Oh, and he only addressed me as the man/father of our group. He never talked to my daughter because she obviously wouldn’t be the one paying. We walked out.

The key to all of this is relationship building. Every salesperson I know states they believe in doing this, but few practice it. I wish that people would take the cues from Roger and Chauncey !! Each of them were willing to stay in touch and allow us to have a good experience. The time they allowed for latitude ended up securing a sale for each of them. Neither had the same style, but they understood the value of meeting us where we were.

In HR we don’t think we “sell”, but that just isn’t true. Every day we are selling to make sure people have a great experience in their roles. Too often we buy the myth that we are pressed for time and that we just don’t have enough time in our day to invest in others. That, my friends, is sad.

The poor reputation that haunts our profession can be tied almost exclusively to our approach towards others. If we’d see the value of making the time to build relationships, our “sales” record would drastically improve !!

This week make time for those you work with and teach others the value of this practice. Make it your norm like Roger and Chauncey do. Trust me, you’ll start seeing the value in others, and your experience as an HR pro will get better on purpose.

Be Upfront !!

Have you ever had to buy anything? Of course you have. It’s interesting that the process of the sale often determines whether you make a purchase or not. A great connection and interaction may land a sale, and the opposite experience will most assuredly stop it.

Over my career, I’ve had various experiences in working with vendors. I’m sure that vendors will say the same thing. We all utilize vendors in business. We wouldn’t be able to be successful on our own. I’m thankful for the people who I currently work with because their products and services add value to our company and our employees.

Recently, I’ve noticed some rather disturbing trends when it comes to the HR/vendor connection.

I’m a HUGE proponent of Linked In !! I think it’s an incredible forum to reach out and connect with people around the globe. My network includes tons of HR pros, resource partners, students, people in transition and other business professionals.

Now, more than ever, vendors are using Linked In to reach out and connect for a potential introduction and sale. This method has replaced phone calls or in person visits, and I understand that. Everything is done through technology. This isn’t the concern. The concern I have is that if I choose to connect with you on Linked In, then that assumes I instantly will consider and buy your product, platform or service. That’s a pretty big jump if you ask me !!

Along with this movement on Linked In, there’s been another effort that is equally as disturbing. We all still get far too many emails every day. Interspersed between ones that are directly work related are subscriptions to blogs, various newsletter updates and information from vendors. The disturbing difference from many potential vendors is that the emails get more and more aggressive if you choose not to respond. On top of this, I’ve also had people use language to shame me asking why I’ve missed an opportunity that is sure to improve my situation.

One person even wrote me an email with the subject line “Concern” listed. As an HR practitioner, I thought it was a possible employee issue or something with a guest. The email was from a vendor who wanted to express his “concern that I hadn’t responded yet.” I responded. It wasn’t pleasant. He apologized and stated he didn’t realize that his tone would have raised any alarms.

This has to change. We rely on each other, and we can interact positively, but we need to retain the approaches that work.

First, be upfront and honest with each other. It seems simple enough, but it isn’t happening. I understand that you are tasked with landing a sale. What I’d like you to understand is that I want to have systems that help my company and my employees on an on-going basis. This means that not everything that is being offered will be a match. It doesn’t mean that your product is poor. It just may not fit.

Second, allow me to say “No.” Again, it seems simple. It just isn’t happening. Don’t think that if I turn down your service that it’s not successful. I would encourage you to develop a networking connection and relationship regardless if a sale occurs.

Finally, build on that relationship. What vendors fail to understand is that the HR community is very close and tight knit. We know each other and reach out to discuss practices and services. So, that connection you make with one HR person may lead to a sale in a company you never considered.

I realize that not all HR people are open to meeting vendors for the sake of meeting them. There are those of us who are willing to meet. But, please note that I want to meet you as a person as well as learn what you do. You may have something that could benefit a peer I know. Many of my closest friendships are with vendors that aren’t working directly with me or my company.

I’d love to see the HR/vendor connection improve. Let’s stop all of the “throw paint against the wall” methods. Reach out to me as a person. It’s always worked, and it still will. Keep it simple and be upfront.