Monday, May 16, 2011
May 16, 2011
I had the recent privilege of being with a good friend and major-market buyer in her office for the better part of a morning. It happened to be at a time when she was negotiating a pretty large buy for an important, regular client.
I was amazed listening to the discussion (she put them on speaker) of the various reps calling in making their pitch to get on the business and I couldn’t believe what I heard.
“I’m short this month and really need the commission. Do you think you can put me on?”
“We’re only getting a 4 share of this business and I’ve known you forever”
“My GSM is beating me up on this ... I sure hope I can get it.”
I was shocked at how selfish and without concern for the buyer or the client when these reps called making their final pitches. It was only about THEM.
I hope to h#ll my reps aren’t doing that and I hope yours aren’t, either. It’s wrong on so many levels.
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