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You people come here all the time

by Zodiax
11 replies
Does anyone else hate it when you are sent to a territory that was worked 10 times before, and is continually reworked to the point that people curse you out?

What is the reluctance businesses have of getting clean territory. The same place can only be worked enough for so long, and eventually the people who aren't interested are going to get fed up.

I never got it.

It makes better sense to me to simply work you own territory not provided by the company.
#people #time
  • Profile picture of the author RTSteam
    I never get it either but if it is necessary or if we are tasked to do so, then we have nothing else to do but follow.
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  • Profile picture of the author iAmNameLess
    I always figured that it was because companies need licenses in most cities to pursue or solicit certain areas. Some cities do it based on postal routes, and if you want to work an entire city you need to pay per route.

    Just an assumption I always had about it, not sure if that's the reason or not.
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    • Profile picture of the author BigFrank
      Banned
      Never take a job where you are not prepared to follow the company's system, completely and without complaint.

      If you knew more than them about their enterprise, they'd be coming to you for a job. If you want to be the boss and set the rules, then open your own business.

      Cheers. - Frank
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  • Profile picture of the author Barry Unruh
    Originally Posted by Zodiax View Post

    What is the reluctance businesses have of getting clean territory. The same place can only be worked enough for so long, and eventually the people who aren't interested are going to get fed up.
    How do they create clean territory?

    If you are talking about a local business, there is only a certain amount of territory to work. Even with a national business, there is only so much area to work.

    The better question might be, "How can you be different than the previous 9 people?"

    What makes you unique?

    As an example...9 real estate agents can call about an expired listing and fail, but the 10th one signs them to a contract. How was he different?

    You might ask Claude Whitacre if he minded following behind other sales people to sell high-end vacuums, I suspect the answer is no....
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    • Profile picture of the author Claude Whitacre
      Originally Posted by Barry Unruh View Post

      You might ask Claude Whitacre if he minded following behind other sales people to sell high-end vacuums, I suspect the answer is no....
      Smart.

      Another advantage of seeing people that have been pitched before, is that there are going to be some, that are simply ready to buy.

      I've mostly sold 2 brands of vacuum cleaners in people's homes. One, nobody heard of, the other one most people have heard of. Early in my career, I assumed it was better to have the one nobody has heard of. But I was wrong.

      (This is going to be hard to believe, and it's advanced). It's better to talk to someone who dislikes your company, or a previous rep in your industry, than someone that has never heard of you. Why? Because you start the conversation when they are already emotionally involved.

      It's easier to sell an angry person, than an indifferent person.

      I used to make a huge income seeing prospects who just turned down the previous rep, the day before. Because many of these people were partially sold, when I started the conversation.

      And the easiest person to get to talk to you, is someone who is angry with your company. People love complaining, to anyone who will listen.

      But this does take a certain type of self image. It can't bother you that these people are initially not happy to hear from you.
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      • Profile picture of the author Rearden
        Originally Posted by Claude Whitacre View Post

        Smart.

        It's easier to sell an angry person, than an indifferent person.
        Ain't that the truth - I know from personal experience:

        Alabama Redneck Threatens My Life - Still Sell Him A Policy

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        • Profile picture of the author Claude Whitacre
          Originally Posted by Rearden View Post

          Ain't that the truth - I know from personal experience:
          Thanks for an inside look at your selling.

          I've been concerned for my well being only twice when selling.

          Once, the family pet was a wolf, and the husband took great pleasure in ordering the wolf to attack me, and holding it back, by the leash. I stayed, because I knew they were going to buy. And they did.

          The other time, a drunk boyfriend stopped by, as I was writing up a sale. he had a shotgun, He thought I was there for a different reason. I immediately packed up and left, without the sale. The gun didn't scare me...the fact that he was drunk did. I went back the next day, and wrote it up.

          I've knocked on doors when the person was contemplating suicide, when they were in the middle of a heated argument, and interrupted the couple having sex.

          These people nearly always buy. It takes a little longer, to change their thinking....but they buy.

          Drunk people are the only ones I refuse to talk to. Even if they buy, they cancel the next day. And getting through a presentation is complete agony. It's like talking to a two year old.
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  • Profile picture of the author digichik
    It's kind of like calling the same phone list over and over, the funny thing is there are still sales and money to made from an old list. The prospect may have been having a bad day when the last rep approached them, and said "NO". They may be in the greatest of moods when I approach them, and I make a major sale. The prospect may not have had the money to buy when the last rep called, but they now have the budget and buy from me.

    I could go on and on. The territory is fresh to you, go close um.
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  • Profile picture of the author Freebiequeen1999
    Reasons for this = they may have other reps in that territory...that is the most likely reason


    the company may have another dealership/sales office in that territory - non compete clause

    the company may not wish to do business in that other area - too far or whatever

    If you work for a company they should be providing you some insights, sales training,

    You may wish to talk to your sales director
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  • Profile picture of the author Davebrab
    Here is a different perspective, ask yourself this, "Why are there so many reps in this territory?" If there were no sales in the territory, then there would be no reps. That alone should tell you that your in the right place. From there, it is exactly what Barry Unruh so wisely said above, "How can you be different than the previous 9 people?"
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  • Profile picture of the author DaniMc




    If you aren't cursed at least now and then - you are not really selling. You will never reach your potential.
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    Be kind, for everyone you meet is fighting a hard battle.
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