When I evaluate a salesperson’s performance I become a virtual participant, much like a die-hard sports fan on Sunday afternoon. Sometimes I’m a cheerleader; sometimes I’m the coach, and more often than not, I’m a little overzealous. Case in point: While watching a new home video shop my family once thought our youngest had mastered the potty when I shouted, “Yes! She DID it! I’m so PROUD of her!” You could’ve cut the disappointment with a knife when they realized a sale had been closed.
The Cadillac and the Beetle
My first encounter with a salesman was the day my Dad took me shopping for my first car. “Before we go,” he said, “you need to know the rules of the game.”
He went on to tell me that the majority of salespeople are as slick as snakes, ready to lie like a dog to get you to buy what they’re selling. He warned me not to say a word; to let him do all the talking, and to keep a poker face. According to Dad, if a sleazy salesman sensed interest or excitement, we would have a slim chance of negotiating a better deal. “Salespeople are in business to make money. They don’t care about the customer.” By the time we arrived at the dealership, I expected to meet Satan face-to-face!