PUSHY PUSHY

My favorite NYC law firm exec checks in with another real life story about a bonehead tech salesperson. Here's her recap. I'll call her Jane Smith:

Had one of those vendor voicemail messages: "Partner X told me to call you."

I returned call and introduced myself as Mrs. Smith.

He started right in, "Jane, I'll be in your building tomorrow, and can see you for only 10 minutes."

I said, "Send me information by mail with your best pricing guesses."

He said: "I'll send by e-mail."

I said: "I don't want you to clog my e-mail. I'll read and call if I am interested."

He said: "I'll stop by tomorrow."

I said: "Listen: Send me your stuff. I'll call if I'm interested. I understand what you're selling."

He said: "Are you sure I can't send by e-mail."

Hangup.

And you wonder why so many tech vendors go bankrupt!

Vendors: Step one: DO NOT CALL US BY OUR FIRST NAME UNTIL YOU ARE INVITED TO DO SO. Especially women! It's perceived as sexist.

Step two: LISTEN to the response you are getting. If you respond accordingly, you will have a better chance of actually making the sale!