The worst thing you can do to a prospect is not making them mad. It’s not being too pushy. It’s not even getting them to say, “What part of NO!!!! don’t you understand?!?!?” No, the worst thing you can do to a prospect is to waste their time!

There are dozens of ways to waste the time of your next potential best client. As the former owner of two Domino’s Pizza stores, I know this all too well. “How?” you may ask. I got called on by literally dozens and dozens of putrid, horrible, time-wasting, mealy-mouthed, milk-toast, pathetic salespeople…..every freaking day!!!! (At least that’s what it seemed like.) So, let me channel my inner David Letterman, “Here is tonight’s Top Ten List!”

Tim’s Top 10 Ways Sales People Waste My Time

• Ask me dumb questions. – “Ummm what do you guys do here.” (Honestly, I got that question once….. at a Domino’s Pizza store. My answer, “Ummm, we deliver pizzas?” I thought maybe it was a trick question. It wasn’t….sigh…) If the company you are calling on has a web site, you had better know as much about them as possible before you meet with the owner. Anything less and you might as well start your presentation by saying, “Ummm, I was too lazy and stupid to figure out how to get on your website.”
• Tell me your customer service, product, or whatever is better than your competitor. – Your competitor was just in here 15 minutes ago and told me that his customer service and product were better than yours. I don’t believe either of you. Unless you can prove it objectively using third-party references, I don’t want to hear it.
• Give me your opinion on politics, religion, same-sex marriage, etc. – I have my opinion, and I don’t care about yours….. not just now, FOREVER!!! You wouldn’t think I would have to even address this, but unbelievably I have seen this dozens of times.
• Tell me about your problems. – I’m not sure why, but I have been subjected to the trials and travails of many salespeople. When I ask you how you are doing, I’m being polite. I don’t need to know that your mother-in-law is trying to break up your marriage. (Again, a true story.) John Maxwell once said, “You shouldn’t tell people about your troubles for two reasons. A) 80% of the people you tell don’t care. B) The other 20% are happy to hear that you’re having problems.”
• Tell me what you can do for me, before finding out if I have a need. – Many salespeople just “show up and throw up.” It seems they are proud that they have memorized their pitch and want to prove to me how quickly they can give it.
• Continue to keep selling…after I have said yes. – The number of salespeople that just blow through buying signs is staggering to me. If I ask, “When is the earliest we could get this installed?” STOP SELLING!!! It is now time to work out the details. I know you’re proud that you have all 97 pages of your script memorized, but I really don’t have time to listen.
• Give me too much to think about. – I don’t have time to wade through every product and service you offer, let alone make decisions about all the options and added customization you and your firm can provide. Ask me smart questions, give me three options, ask me to make a decision. If you are not closing the business owners you are getting in front of, my guess is that you are giving them too many options. Don’t believe me? Read The Paradox of Choice, Why More is Less by Barry Schwartz.
• Prove to me how smart you are. – I get it! You have been to your company’s sales school, studied your product until you can recite all your features forwards and backwards, have 92 letters after your name, and invented the internet. I don’t want to hear one single bit of jargon, buzzword, or acronym that is used in your industry. Please don’t talk down to me, but also don’t assume I know what a “rider” is. Or call your Short Term Disability program, “STD.” Where I grew up an STD was not something polite people talked about.
• Start the sales call without a crystal clear “Commitment Objective.“ – This is my all-time pet peeve! Please do us both a favor and read Action Selling: How to Sell Like a Professional, Even If You Think You Are One by Duane Sparks. He claims that 80% of the sales calls made in America begin without a clear-cut “Commitment Objective.” If you are here to “develop the relationship,” or “map out our buying process,” or “get on my radar,” there are lots of ways (that don’t include me giving up an hour of my life) for you to do that.  I promise you will get much further if you come in knowing what you want me to DO when we get done. Is it to write you a check, schedule a follow-up meeting where you can make a formal proposal, or donate 250 pizzas to your fundraiser? If you don’t know what your “Commitment Objective” is, could you do us both a favor and send someone else from your company to meet with me? You know the one, right? That professional salesperson. The one that is kicking your butt in the sales contest.
• Chicken Out – Don’t ask me for the business. If you do everything right and don’t ask me to buy, your chances of getting the sale are almost non-existent.  In fact, your chances of getting me to buy are dramatically better if you do everything wrong, but still ask me to buy. Each of the following statements was actually made to me in lieu of them asking for my business:
  • “I know you’re busy, so I’m going to get out of your hair and let you think about it.”
  •  “I know you are going to have questions after I leave, so here is my card. You can call me anytime day or night and I’ll be happy to answer your questions.”
  • “I ummm appreciate your time. Have a great day. (No mention of follow-up even.)
  • “So, ummm… what are you thinking?”

Conclusion: If you want to really bug me, waste my time. If you want my business, learn how to be a professional by doing the exact opposite of this list. Professionals add value to my business and I am excited to meet with them!

Question: What are some other ways that salespeople have bugged you? Let us know by leaving a comment below!