An INTP Trapped on the B-Ark
Jun. 10th, 2009 10:29 am![[personal profile]](https://www.dreamwidth.org/img/silk/identity/user.png){kind=small}
jamesqDealing with salesmen (in this case, the mortgage specialist at my bank) always gives me a headache. The cloying personalities, the fake sincerity, the obliviousness to just how obnoxious they are. You can call them on their behavior and they just redouble their efforts.
Every single time I have to deal with them I wonder about my fellow humans - clearly this behavior must work because the salesmen are so successful (as a group, not necessarily as individuals). Why can't everyone else see what I can see? Isn't it blindingly obvious that they're trying to manipulate you and don't give a rat's ass about you beyond your ability to get them a commission.
Seriously, Let's say I joined my friends at the pub, and I had a rictus-like grin on my face that didn't touch my eyes, and I prefaced every statement with "You're my best friend and I would never steer you wrong", while being extra touchy-feely. Would they respond positively to this? No, they'd be creeped out and wondering WTF was wrong with me.
That is how salesmen look to me.
With advertising it's OK. I can watch the ad and think to myself "these guys are trying to sell you a glamorous lifestyle" or "women will flock to you if you use this product". Again, I'm amazed that so many people fall for it, but on the passive level of television or print ads, it's more amusing then irritating.
In person however, it's very irritating. Especially when you tell them "I'm not buying this patter, please stop it and just give me the facts" and they don't - they continue on like nothing has changed. Or worse, you've become a challenge to them and they have to prove to themselves that they can sell you.
Gah!
I will say that not all salesman are like this. I've talked to a handful that simply give the facts and let you come to your own decision. It's like a breath of fresh air when I encounter one.
Why are they like this? I have a half-formed theory that the successful salesman is a person who lacks empathy, but can fake it really well. I'll be charitable and suggest that for most of them, they've compartmentalized the lack of empathy to their jobs and they're normal around their friends and family.
My reasoning: A salesman needs to be able to rapidly build a rapport with potential clients, and they need to be able to do it often. That's the "fake empathy" part. On the other hand, the connection they build with the clients has to be paper thin because so many people will reject them. They can't let this rejection get to them. I'm no good at either of these, which is why I'd make a lousy salesman.
What I can't put together is how they get from that mindset to the cloyingly insincere patter. I guess if it's a successful behavior that gets sales, it will spread like a meme throughout the sales community, but why is it successful? It's like being in a world where you got a slap in the face whenever you had an ice cream cone, and ice cream sales where skyrocketing. I just don't get it.
Every single time I have to deal with them I wonder about my fellow humans - clearly this behavior must work because the salesmen are so successful (as a group, not necessarily as individuals). Why can't everyone else see what I can see? Isn't it blindingly obvious that they're trying to manipulate you and don't give a rat's ass about you beyond your ability to get them a commission.
Seriously, Let's say I joined my friends at the pub, and I had a rictus-like grin on my face that didn't touch my eyes, and I prefaced every statement with "You're my best friend and I would never steer you wrong", while being extra touchy-feely. Would they respond positively to this? No, they'd be creeped out and wondering WTF was wrong with me.
That is how salesmen look to me.
With advertising it's OK. I can watch the ad and think to myself "these guys are trying to sell you a glamorous lifestyle" or "women will flock to you if you use this product". Again, I'm amazed that so many people fall for it, but on the passive level of television or print ads, it's more amusing then irritating.
In person however, it's very irritating. Especially when you tell them "I'm not buying this patter, please stop it and just give me the facts" and they don't - they continue on like nothing has changed. Or worse, you've become a challenge to them and they have to prove to themselves that they can sell you.
Gah!
I will say that not all salesman are like this. I've talked to a handful that simply give the facts and let you come to your own decision. It's like a breath of fresh air when I encounter one.
Why are they like this? I have a half-formed theory that the successful salesman is a person who lacks empathy, but can fake it really well. I'll be charitable and suggest that for most of them, they've compartmentalized the lack of empathy to their jobs and they're normal around their friends and family.
My reasoning: A salesman needs to be able to rapidly build a rapport with potential clients, and they need to be able to do it often. That's the "fake empathy" part. On the other hand, the connection they build with the clients has to be paper thin because so many people will reject them. They can't let this rejection get to them. I'm no good at either of these, which is why I'd make a lousy salesman.
What I can't put together is how they get from that mindset to the cloyingly insincere patter. I guess if it's a successful behavior that gets sales, it will spread like a meme throughout the sales community, but why is it successful? It's like being in a world where you got a slap in the face whenever you had an ice cream cone, and ice cream sales where skyrocketing. I just don't get it.
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no subject
Date: 2009-06-10 09:00 pm (UTC)Other times, it works because people will throw a lot of money at people if they think it will get them to go away, even if only for a few days.
Another possibility: in certain fields, it's to the advantage of the sales rep to project this feel because it projects vulnerability. In other words, it gives customers the impression that they're dealing with someone of whom they can take advantage. Not only that, it's someone that they can readily perceive as deserving to be exploited.
In such fields, it's also quite possible that they are being exploited by the more effective reps working above them. Even when they're deadweight, it pays to keep them around in a field that regularly culls weakest performers for the sake of it.
no subject
Date: 2009-06-10 09:12 pm (UTC)they don't necissarily give you the facts
Date: 2009-06-11 03:36 pm (UTC)I was a very successful salesman. Partially because I would not sell a product unless I believed in it. I later realized that I had convinced myself they where the best product because they where the best WE carried and my boss would not order the best as there was no mark up.
The realization came when I went back home for a visit and saw the phone I had sold my mother. When I returned to work I gave my notice which was not accepted until I had a new job lined up. I could not knowingly lie to the customers even if they expected it.
All this to say salesmen will tell you their truth and the good ones will make you believe it. Another technique which works well ,especially with those you are pretty sure wont buy, is to offer them more than one product and tell them why they don't need ones you know they wont buy anyways or why not to get the top model if you just want to make a good sale.
By doing this they feel that you are on their side. Why else would you try to avoid the best commission product. They think you are that breath of fresh air and trust you more. I used to use this great for extended warranties.
When the company I worked for in Montreal cut out multiple year warranties (they where actually being used unlike 1 year warranties) I informed the VP that I would not be selling many warranties. This concerned him a lot as I was one of the few that really sold warranties. I explained that without the 5 year warranties, I could not sell the one year warranties.
When I explained why, he allowed me to sell the 5 year warranties but asked me to try to limit myself to 1 year warranties. I was the only staff of the 20 stores allowed to sell multiple year warranties. Basically what I did was tell the customer we had extended warranties up to 5 years but that they where crazy if they bought more than 1 year. I had about a 25% warranty sales ratio especially on the expensive warranties. Anyone who works retail will tell you how insane that % is.
Oh did I mention I made 50% of the price of the warranty sold.
So once again be careful of that breath of fresh air. Those that seem to be are often the worst people to be buying from.
Know your enemy