In early December, we planned some upgrades in our training centre. Our plan was to start with a top end audio system, followed by an audio-visual centre. I wanted a professional job done.

I called someone with one of the 'players' in town who I didn't know well but had run into at various functions in town. He came to the training centre and for an hour he looked around and made some recommendations. We agreed he would return in a week with the information, based on the specs discussed. I have never heard from him again!

So in early January, I called another supplier. He ran his operation from small modest premises in Burnside. Within two weeks the audio system was installed. He delivered excellent service and top line equipment. By the way, the good company is Novatech Audio Visual Limited.

What did the first guy lose? He lost the audio sale ($8,000.), he won't get the audio-visual sale ($15,000.+) and when I recommend an audio-visual supplier to the hundreds of people who pass through our business every year, he will not be mentioned.

And the thing is I wasn't shopping around. If he had simply extended some common courtesy and professionalism, he could have had the whole deal.

Bad salesperson. Go to your room!

_{Reprinted from The President's Club Report, © Sandler Systems, Inc. All rights reserved.}

_{Copyright 2011 Sandler Training and Insight Sales Consulting Inc. All rights reserved.}

_{John Glennon is the owner of Insight Sales Consulting Inc, the authorized Sandler Training Licensee for the Interior of British Columbia. He can be reached at Error! Hyperlink reference not valid. or toll free at 1-866-645-2047}