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How to Annoy Prospects and Lose Opportunities

Earlier this year I started to look for additional resources to help me grow my business. A colleague, whose judgment I respect, recommended that I check out a particular Business Development Coach/Expert/Guru/Genius. I visited the BDC/E/G/G’s website which offered the BDC/E/G/G’s book for free if I would only enter all of my contact information, including my phone number, and of course my credit card to pay for shipping.

I’m a big reader. That’s how I like to get information. I read all the time, when I take breaks during the day, in the evening to relax, while I’m riding the subway or just any time at all that I can grab a few minutes. I always carry a book with me just in case. This seemed like a good way to familiarize myself with the BDC/E/G/G, so I entered all of the information.

I never received the book and had forgotten that I’d ordered it. Today I received a call from the BDC/E/G/G’s office. Andrea was “just calling to follow-up.” Our conversation went as follows:
Andrea: What motivated you to visit the BDC/E/G/G’s website and order her book?

Wendy: I never received the book.

Andrea: Are you familiar with the BDC/E/G/G’s work?

Wendy: No. I ordered the book so that I could become familiar with the BDC/E/G/G’s work.

Andrea: Have you ever attended any of her workshops?

Wendy: No. I just said I was not familiar with the BDC/E/G/G’s work which is why I ordered the book. I have not received the book. I am therefore, not familiar with the work.

Andrea: The BDC/E/G/G is a dynamic and charismatic speaker. You should consider attending one of her workshops.

Wendy: I would not attend a workshop until I’m familiar with the work and know that it would be helpful to me. I do not know the BDC/E/G/G’ S work or if it would be beneficial to me. That is why I ordered the book. Send me the book.

Andrea: You should go to the website and watch some of the videos to familiarize yourself with her work.

Wendy: No. I ordered the book because I like to read. Send me the book.

Andrea: You should really take a few minutes and watch the videos on the website.

Wendy: I do not want to watch the videos on the website. I like to read. Send me the book.
Not sure who dropped the ball on sending the book to me. The bigger issue was Andrea–she simply didn’t listen. Instead she was hell-bent on trying to get me into their pipeline. Andrea and the BDC/E/G/G’s organization would’ve been much better served if Andrea had simply said, “I’m so sorry you didn’t get the book. Let me turn this over to (whoever handles fulfillment) so that we can get the book out to you right away. I’ll give you a buzz back in a few weeks after you’ve had a chance to read it.”

I assume I’ll get the book eventually—or maybe not. Andrea’s inability to listen and her determination to force me into her pipeline before I was ready, however, has already soured me on this organization. I’ve gone from possible prospect to “No way, no how!”

About The Authour

Wendy Weiss is the creator of the Salesology® Prospecting Method that generates predictable sales revenue. She is an author, speaker, sales trainer and sales coach and is recognized as a leading authority on lead generation, new business development and sales.

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