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  The Society for Consumer Advocates and Mavens

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IN SALES DON'T PITCH A BITCH AND HARDSELL

This is a common saying among salespeople because conceivably too often if you waste your time talking to a female, who you understand "supposedly" makes business decisions for the particular business you happen to be trying to sell something to, you may find out later that she may end up sending the decision to someone else to make, typically a male superior or counterpart in the business!

Moreover, if she IS the right person to make the decision you may also find that too many women in decision making positions may end up procrastinating consequently delaying making a decision, while men are notoriously known to make quick, "snap" decisions making up their minds quickly no matter if they are right or wrong! If you are a salesperson procrastinators or quick decision makers can make or break your sales quotas and goals. When a decision is delayed in sales this can be the kiss of death for salespeople trying to put bread on the table NOW rather than later! Not always but oftentimes men who make the decisions for a business may typically be more confident and willing to make quicker decisions compared to women decision makers in the same business.

If faced with a male decision maker but one who has a female or wife that he must also defer to then this may give the salesperson the opportunity to go right into "churn and burn" sales tactics! These type tactics set out to get the man alone and away from the woman decision maker then churn up the man's emotions appealing to his sense of independence, pride, know-how and masculinity while at the same time burning down every objection to buying or committing to a sale NOW not later!

The "hardsell" sales tactic may start out with the salesperson trying to become your friend which sets out to control your decision making process and get around all your potential objections to committing to a sale today.

This control process may hinge around the "feel-felt-found" sales tactic. The salesperson says "I know how you FEEL, others have FELT the same way but we've FOUND your first impression is usually the best, don't you think so? If you feel good about the deal, why not sign on?" Whatever else you may object to now the salesperson will be ready to meet and beat any and all objections UNLESS you disagree with the initial "feel-felt-found" proposition!

The less time you have to think it over the better for the salesperson. To "close" a hardsell deal every objection must be overcome one by one. To get you to sign up the salesperson may offer to amend or change the contract, or say and do anything to get you to sign on today unless you say the magic words no salesperson wants to hear...."No. I want to think it over." This is why many states have have a 2 to 3 day waiting period allowing customers to cancel any contract they may sign!

Other than saying "No" you can say you want to defer to your attorney to read the contract or just say you want to think on it overnight, or check their references or check with the Better Business Bureau. Regardless, the "hardsell" can be an intense psychological battle. If the deal is only good today and not tomorrow you may not want to reconsider doing business with this salesperson or business anyway!

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