Don’t let them “Razzle Dazzle” you; Tell them to Shut up and Listen!

Have you ever had a salesperson talk you out of a sale with their rapid fire, slick presentation? It’s more common than you think. Even seasoned salespersons can talk too much and not know when it’s time to let you digest the details. Imagine a salesperson who knows when to shut up! We have all experienced such a salesperson at one time or another and it can be quite annoying. Remember, their objective is to sell you.

The key to your getting the most out of your purchasing experience is taking control. Do not let salespersons dominate, rather be prepared. You are the decision maker and you should make the decision only when you have all the information, are fully informed and comfortable with the total experience and subsequent purchase.  Here are a few tips to help you guide your salesperson’s presentation so you can get what you need to make an informed, educated decision without all the “razzle dazzle:”  

Did they clearly overcome your objections?

Before your appointment or meeting, prepare a list of questions you will want answered and make sure the salesperson is able to address each one clearly, concisely and to your satisfaction.

 Were the features and benefits sufficiently identified?  

Understanding the product or service being presented is critical. Ask for literature, a link to the manufacturer’s website and technical data sheet. Ask the salesperson to review the information with you so your questions may be answered and you are well informed.

Did they contrast their product and offer with that of a competitor who may have provided an alternative offer?

If you have another offer on the table from another company, ask the salesperson to contrast the 2 offers and define what differentiates theirs from the competitors.

Is the price of the offer easy to understand and broken down by line item so you can determine what you are paying for?

Look over the proposal and ensure all that was discussed as part of the total project or purchase is listed. Read the fine print. Are there any penalties or fees associated if you decide to cancel? Make sure you clearly understand the entire proposal before you accept the offer.

Are you ready to accept the offer?

If you are completely satisfied with the salespersons presentation, are fully informed and are comfortable about the deal; sign. Otherwise, take a breather and reevaluate the offer at a later time.

Salespeople are an essential and important aspect of any complex purchasing decision. Without them, mush of what we see on the road, in our kitchens and in our yards would not be possible. Salespersons push the economy forward. But, in their excitement and zeal to do so, can also talk too much. Tell them to shut up, take control and make the most of your purchasing experience. You will help yourself, enlighten your salesperson and keep the “razzle dazzle” better suited for a carnival to a minimum. Happy purchasing!

By Carl Stiggins, Sales & Business Development Manager,  Dale’s Gas Appliance Repair, Inc. carl@dalesgas.com