Stephanie Fox Muller, one of our advisory members, sent me this email along with her comments below.

Why would anyone take a salesperson seriously when their first communication – first! – offers a freebie of four hours of work? Let’s see, I don’t yet know what you do. That means I have to take my time to go to your website and figure it out. Then decide if I want four hours free.

If your fear of the economy is showing, maybe you need to take a step or two or nine back. If your product or service had value before the economy tanked, it still does. If you don’t believe that, you can bet that your prospects won’t. Good sales and marketing people know how to position their offering to meet the current needs of their audience. If you can’t figure out how to sell whatever the heck you offer in light of the current economic conditions, the last thing you want to do is give it away. If it ain’t worth anything to you, it’s worth less to me. And I don’t buy the little disclaimer at the end – if you try us out now, you may buy us later. If I don’t need you now, I won’t remember you later.

Instead of doing the email equivalent of cold-calling with a drop-your-shorts offer, how about asking clients who DO see your value and ask them for referrals?

The blog postings about “Morale Killer or Career Limiting Move” have been some of the favorite postings in our blog based on the number of comments. The email below was sent in by one of the Inquisix readers who wanted to share a “thanks-for-nothing” moment by their boss. The subject line of the email (and the title of this post) must have been a kick in the gut to the sales rep receiving this email. Names have been deleted to protect both the innocent and the guilty. And like the first posting of the “Morale Killer or Career Limiting Move” some key information that I wondered about is missing. I’ll share that information as I get it.

But until then, what are your thoughts?

* Surprised the prospect was nice enough to actually follow-up and say, “No thanks”?
* As the sales rep, how would you use this email internally?
* Any ideas on how to get back to this prospect and get another chance?

From: Divisional Manager at Potential Prospect [and decision maker]
To: Sales Rep
Cc: Prospect’s peer
Subject: We are not moving forward with your company

Hi [Sales Rep]. I hope that this email finds you well. I wanted to get back to you and let you know that we will not be going forward with your company. While I truly enjoyed talking with you, I wasn’t overly impressed with the sales approach of [your sales manager]. When a company is selling a service I would expect that the sales approach would be directed to the individual in charge of managing that service. The majority of the conversation was directed to [prospect's peer] who is not the decision maker. I have to say that a couple of times I thought I would get up and leave, however, I chose to stay because I did not want to appear unprofessional. I feel compelled to make a personal recommendation to your sales manager] to make sure that sales conversations be directed to the individual responsible for making the decision as to whether or not to purchase the product.

Have a nice summer – take care,
[Divisional Manager]

My source for these interesting emails sent me the VP’s next email about the sales meeting, an email that was sent to all sales and senior management.

The VP lists the reasons why the sales meeting is being held on the weekend. I’ve added commentary on what the sales team could be thinking as they read this email. Which response, A or B, would be yours?

Dear Team,

I have discussed the meeting dates with executive management and we have decided to firm up July 11th and 12th for our quarterly sales meeting…”

Response choices:
A – Good, the VP checked with senior management and they all agree
B – The VP must have forgot to check with the far-flung sales team

* Senior management team routinely travel 50% of their time, including weekends and holidays to support sales efforts.

Response choices:
A – They’re doing all that travel and only asking us for one weekend? That’s reasonable, then.
B – That’s why senior management makes more money then us and has 10 times the number of options

* Large public technology firms routinely plan off-site sales meetings on the weekends

Response choices:
A – We want to go public and cash in our options so we’re all for emulating those firms
B – Yeah, and they plan the off-sites in locations like Las Vegas, Atlantic City or New Orleans instead of corporate’s class B office space

* Large public technology firms require their employees to share hotel rooms

Response choices:
A – Cost savings are important so we show a bigger profit (or smaller loss)
B – Those employees share a room at the Vegas Hilton with their buddy or friend-with-benefit, which is not the same as sharing a Motel 6 room in Albany.

The VP summarizes the reasons for keeping the meeting on a weekend, “[Our company] has done more for its sales people while requiring a lot less than what other firms expect from their field sales force.”

Response choices:
A – You sold me, I’m glad I work with such a great management team
B – Ah, the beating continues. Can I find a new job in a month?

So what do you think now? Did you choose more A responses than B responses?