Sooner or later every salesperson meets Seymour. Actually he spells his name Seemore. He needs to see more and more and more. He never buys, but he needs to see more.
Are you spending too much time with a Seemore? Do you have a lot of Seemores in your territory?
How can you identify a Seemore quickly and easily? What can you do with him once you have identified him? And, how can you avoid him in the future?
Seemores come in all shades, ages, sexes, colors and sizes. They do have one thing in common, however – they never buy. They waste a lot of your time and corporate resources, but they never give you an order. And be thankful they don’t. If they did, they would still want to see more throughout the relationship. One way to quickly identify a Seemore is his interest in brochures, demonstrations, references – just lots of stuff. In some cases, a genuine prospect will want to see some of this, but a Seemore wants everything.
One way to treat a Seemore, when you begin to feel you are dealing with one, is to ask him a series of questions such as: In addition to all of this material I have provided you, what else will be necessary to get your business? When do you feel you will have enough information to make a buying decision? What is your decision process? Timing? You have to pin him down.
One way to avoid them in the future is to be so busy and successful that you just don’t have time for them. When they ask for lots of stuff initially, you can send it, but the next time they ask for more, come up with some reason not to accommodate them – ie: corporate policy, you are on the road, literature is being reprinted, etc. Ask them if this additional information is critical for a decision and why?
Seemores are everywhere. They take your time, energy and generally create stress and frustration in your career. They let you believe (and they often do a great job of convincing you) that they are serious prospects. Don’t buy it. Sometimes the best policy is to walk away from them if you can.
Tim Connor, CSP is an internationally renowned sales, relationship, management and leadership speaker, trainer and best selling author. Since 1981 he has given over 3500 presentations in 21 countries on a variety of sales, management and relationship topics. He is the best selling author of over 60 books including; Soft Sell, That’s Life, Peace Of Mind and The Male Gift Giving Survival Guide. He can be reached at firstname.lastname@example.org , 704-895-1230 or visit his website at http://www.timconnor.com