A discussion about sales, sales tips and advice, and about those who land the deal

Took a phone call from a salesperson from a major business magazine my company is considering advertising in.

I raised an objection to him.  I said, "You know, right now we advertise on the Internet extensively.  We like it because its less expensive, and pretty targeted." 

Then I added with a chuckle, "Of course, you're a sales guy...so you probably have a good comeback to answer that objection..."

Then he replied, "Actually, I don't."

I fell silent.  He wasn't following the normal phone sales professional "script" that I had imagined.

He went on.  "If you have advertising that's working for you, you should keep it.  I wouldn't ask you to make room for us in your budget unless you knew that it was best for your company."

We then went on to have about a 10-minute conversation about the media kit he sent me, discussed options, and agreed on a follow-up time to talk.  The entire time, he was composed and communicated very clearly.

Before I hung up with him, I knew that he would be a topic for discussion here at LandingTheDeal.  He did a great job side-stepping my objection, and re-directing the conversation.  The result: Another meeting to discuss the options that he's presenting.

It's always nice to deal with professional salespeople who can answer questions and diffuse objections.  This one did a good job of doing that.