We received and email from a ‘new optical office’ and she requested we write about several subjects- So here is Subject #1 Dealing with Aggressive Sales Reps: 
Question: ‘How to handle sales representatives in a polite way when they are getting too aggressive or sometimes even insulting when you are trying to make a purchase as small as it may be rather than NO purchase!!!’
Answer:
I have always considered a good sales rep to be a partner in your business. You both are business people, you both want the products to sell thru- so the relationship becomes mutually beneficial and profitable. In this case- you are a new office- times are tough- maybe you can’t spend a lot of money. First I recommend you have business meetings with each of your vendors to discuss sales, goals, objectives and most importantly how you like to be treated.
That said-Be honest with the rep before and after the appointment. “Rep Ralph, I would love to see what new products you have to offer- but I only have $100 to spend. I am leaving the choice up to you as to whether you want to come to my office and show me new products which I may or may not buy. I understand it costs you to come to my office and you have quotas to meet- but I am on a limited budget and cannot guarantee you a sale.
You have made it clear to the rep what you have to spend, you may not be able to buy product, and it’s their choice to come to the office. They will respect your honesty with them. Nothing is worse than lying to a sales rep.
Rep Ralph decides to come in and still gets aggressive or insulting. You can politely just say no- explain your financial circumstances or you could just a politely say- Ralphie- I like your products, but I don’t really like working with you. Is there a way we can work this out to be mutually profitable for both of us? Again you are being honest with the rep- you are making it clear you want to work with them, but not in the manner they are currently using.
All reps and you as well are human and can have bad or off days. Give the rep a chance to change the way they do business with you. If the same rep continues to 1.) Be aggressive 2.) Be insulting 3.) Be rude- Stop doing business with the rep. There is very few products you ‘have to have’ and there is a lot of great, wonderful and helpful sales reps that would love to be given the opportunity to help you be successful in your business.
Similar Posts:
- Tips For Sales Reps-Tips For Buyers
- Tip Of The Day- Synergize With Vendors- Comment And Win
- Improving Your Vendor Relationships
- Effective Business Meetings
- 10 Keys to Optical Vendor Tracking
GREAT RESPONSE ON AGGRESSIVE SALES REPS”.. AS AN INDEPENDENT REP IN NYC, I AGREE WITH WHAT YOU HAVE WRITTEN. YOU HAVE TO WEED OUT THESE KIND OF REPS & CULTIVATE THOSE THAT YOU FIND THAT HAVE GREAT PRODUCTS & SERVICE. MY BELIEF IS THAT TODAY’S BUSINESS TO BUSINESS CONSUMER AS WELL AS CONSUMERS OF ALL RETAIL PRODUCTS HAVE NO LOYALTY TO WHERE THEY SPEND THEIR MONEY-BUT THEY HAVE LOYALTY TO WHERE THE WON’T SPEND THEIR MONEY-THE SAME FOR BUSINESS PEOPLE-YOU KNOW WHAT REP OR COMPANY YOU WILL NEVER BUY FROM AGAIN OR WORK WITH AGAIN.; IT’S JUST A NATURAL PROCESS. DON’T BUY THE DEAL…..BUY GREAT PRODUCTS. GREAT PRODUCTS HAVE ALWAYS BEEN KING.
As a rep- i used to get so pissed off at customers who continued to buy from reps they didn’t like. Here I was trying to be the best rep out there, showing up for appt on time, setting in house training, never padding orders and I lost business to reps who continually lied, cheated and deceived customer
ow…this one really got to me!!! Maybe its because I just hauled my butt up after surgery to attend to an account 2 hours away, only to find her not there, or maybe its because I cant count the number of times I’ve heard a buyer say “he/she;’s a real pain to do business with, but we need his/her product” and “oh ya, our boards are full”.
This is definitely a two way street and your advice was spot on….keep up the good work!
I have a lot to say to some of these accounts ..l Am the hardest working sales to out there and bend over backwards for all of my customers however, I find that the respect that I get back from some only some accounts is beyond words in discusting. I make great money but have realized over the years that they do not treat us sales people as humans.. I’m sorry but some of you eye drs and optical offices need to adjust the way you speak act and treat sales reps !!!! Once and for all! Hope I speak to you hardworking shrewd guys n gals out there who know exactly what and who I am speaking of.. May you live long and continue being the amazing people that I know you all are.. I feel for all the bs we put up with and wanted to put our side into play… Thanks and I hope this post hits home.. We should all be kind to one another no matter what we do and what we sell. Everyone needs to eat! I said my piece