Heckling Sales People

Do you love to make sales people look stupid? :)

Go on....

A sales consultant recently raised this concern and offered a suggestion on how to handle it:

"How do you handle the really smart guy in the back of the room that loves...

*** ***** ****** **** ******? *** **** ********* *’** **** is ** ****** ********* *** *********. ***** *** ****** ***’* answer *** ** ****, ***** **** *** ********* *** **** him **** ***’** *** **** *** ***** *** ************ ** either ******* ** **** ****** ** *** **** ** *** with *** *******."

** ** ********** ** **** ***** ** *** *****, ********* the **** ** *** ****** ****** *** ***** ****** '**** stupid'. (**** ** *********** *** ***** * ******** ****).

* **** ** *** ****, ******* * **** *** **** find **** ********, *** ********* ***** **** ***'* **** *** hell **** *** ****** ** *** ****** *****.

************ ******,

**** ****, * ******** ***** *** ****** ** ****** "*'** get **** ** *** **** *******" ** * ****** *** if *** ***** ****** **** *** **** *** ** ****** it, *** * ************* ********* ****** *** ******* ***** * sales ****** *** ****** ******** ****** *********, ********** ** * first *******.

********?

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** ** *******, *****'* ******* ** **** ** **** ******* sales ****** **** ******. **** ********* ** **********.

****'* * ********* *******. ******** *** **** ***** *** ***** with*** ***** ******. **** ** *** **?

** ** ******** ** ***** *** **** **'* **** ***** 1.x, **** ***** *.* *** ******* ****** **** **** *** motion *********, ***.?

******* **** **** ** ***** ************** ******* *** *** ****.

* ***** ** ***** *********** ** ***** ********* **** ****'* know. ** ****'* ***** ****. ****, **** *'* ************ **** that ***** ** * ****** ** **** ** ********* * wasn't **** **.

***, ** **'* *********** ********* *** ***'* ******, *****'* * problem *** *** *******'* **** ** ** ***** ** ********* alone, ** ** ***. *** *** **** ********* *********, *** response ** "*'* *** ********** ****, *** ** **** ** answer *** *** *** *'** *** **** **** *** ********" is ****.

****'* * **** *****. *****'* *** ********* **** ** ****** here ****:

  • ***** ****** *****'* ******* *********, *** **** ****** ** ** ("Err, *** *** **** *** ***.** ********* *** ************ *** over ***", ***.)
  • ***** ****** ***** * *****, **** *******.

*** *** ******, * *** ********** *** "*'** ****** ** later". ***, *** *** ******, *** ***** ****** *** **** they *** ***** ******* *** ** *** ***** ****** ** going ** **** * ***** (** ****** **** *** **** of ** ** ** ***********), **** **** ** ** **** to ****** ** ***********.

********* ** ***** ** ******* ********* **** "* ***'* ****** you ** **** ****, ***..."

*** ** * ****** ** *********, *** ******* **** ***** people *** '*** ***** *****' ** *** ****** **** **** trapped **** ****** ************* ** ****** **** **** ******* *****.

****, ****** **** ** *** ** ****, *** ********* ******** bad *********** **** ***** ****** ** ****.

** **** *** *********** *** ****** ** ***** **** ***** or **** ****** **** **** ****** *****, **** *** ** dig ***** *** ******. ********** **** ***** ***** ****** ******* to **** ***** ****** ******* '*** ******' **** ***.

********: **** * *** ** **********, ***** *** * ********* Video *** **** *****(*) ** ******* ** ***** **** ** about ***** ** ****'* ****, *** ** ************ ***** ** *** ******. ** **** ** ********, *** sent ** ***** *********, ******* ** *** '*****' * ***.

*****,********. ***** *** *** *******.

"* **** ****** *** ** **** ****, ***..." *'* ********** stealing **** ***.

****, ****, *****, *****, *** ****:

* ***'* **** '*****' *************.... *** ** *** ** *** are **** ** *** ** ** *******, *** *** ****** from ****** *** ********* (**** *** ****).

********** ***** *** *** *******/********** ********** ***** **** *********.

*********? * **** ** ****....

*** **** ** **** ****** ***** *** **** ********** **** away ** ******** ***** ******* *** * ****

The Most Interesting Trainer In the World

*****. *** **** ****.

*** **** ** *** ****. *** *** ****. ** *** probably **** ***** ******* **** **** ********** ********** *** ***** to *** ** **** **** *****.

* ****...* *** ******** *** *******.

(********* *** *** ******* ** *** ***** ********** ******* *******/******* being *******)

****** ** ***** ** **** ***** ****** *** **** **** Seymour. * **** *** **** ******* ** ****** *** **** you **** ***, ** ****** ***** ** "*** ****."

**'* **** ** *********. **'* ******* ****, *** **** ** the **** ** *** ****. ** ********* ***** ** **** back **** *** **** *******, ************ "********" *** *** **** message. **'* ********* *****, ****** **********, *** ****** ** ** the ******** ****** ** *** ****. *** **'* ******** *****. Not ******, *** ** ******* *** ****** ** ** ********** power. *** **** ***** ** ****** *** **** ****** *** he's ******, ****** **** ** **. *** *********, ***** *********** correct, *** ***** *** ********* ** *** **********. **'* ****** to **** ***** ** *** ******** ** ******* **** ***** cruel ** *** *** *****.

*** **** *** ** ******* *** ******* ** **** *** should ** ***** ******, ***** ** ** ** ********. **** your ***** **** *** *****, ****** *** ***. *****, *****, study **** ********, *******, ***********, *** ********. *** ****** ***** training. ***'* "**** **" **** **** ***** -- ***** ***'* work **** *******. *** *** ** ******** ** *** **** there **. *** **** ** **** **** *****.

(* **** ****: *** ***** ****** *** ****** **** *** good ** "*******" * ************ **** ****** ** ******* ****'** never **** ***** ** ***** ******** *******)

******** *** *** ********, **** *** **** **** ** **** with *******:

- ****** *** ***** ******** *** *******. As his name suggests, this will be an endless effort. No matter how much you give him, Seymour will always want to SEE MORE. So don't try to answer all his questions -- there isn't enough time in the entire day. And you will never get anywhere by "getting back" to him later. He's usually not the decision maker anyway. There is no benefit to him recommending your product, and he's worried about taking blame if he does and then your stuff doesn't work, slick.

- **** *** ** *** **** ** ******* *** *********. This requires the knowledge base to counter Seymour's arguments. This likely won't work because 1) You aren't as smart as he is; and 2) You will only create an enemy who will work as hard as he can to defeat you after you leave. He can't say "yes" to your product but he sure as heck can get other people to say "no" after you leave.

- ********* ***. After one of his more damaging questions/comments, announce that you feel like you are on a game show. Address him as Alex Trebek for the rest of the presentation. If the rest of the audience doesn't like him, they will laugh at his expense and shut him up, but you will have created a really smart enemy. Not cool. Worse, they could rally to his assistance as one of their own and turn on you en masse. Also not cool. Yet another way was mentioned earlier in this thread. After you leave, complain to his superiors about how "toxic" his presence was and earn a really smart enemy for the rest of your career.

- ******* ***. Join forces with him. Give him what he wants, which is recognition. Acknowledge, sincerely, his expertise and get him on your side. This is easier than it sounds -- it's where he wants to go anyway. Grab one of his comments that suits you and respond with something like:

"****'* ******* *****, **. *******, ***(**** ******** **** *******)."

"*'* ** **** *** ******* **** **, **. *******, ******* most ****** ** **** ******** ***'* ********** **** *** **** said. *** *** ****** ****, ******* * ***** *** ********* it **** ****."*** *** ****. ******* ** *** ****** ***, ******* *******, segue **** **** **** ************.

"**'* ** ******* ** **** ******* **** **. *******'* ***** of ********** ** *** **** *** *** **** ** ******* a ******* ***** ****..."(***** *********** **** **** *****).

*** ***'* ** **** ** ** ** **** **** **** or *****, *** ** ******* ****** *** * ***** **** you ***'* ******, ***,"**. *******, **** ** *** **** ****** ********** **** ********** that **** **** **** *** ***** ***. ******** ******, *** I'm ****** ********** ** ***** ***** **** ***** ** **********."*** *** ****, ********** *** ** *** ******, *** ***** back **** **** ************. ******* *** ***** ** ** ***** some **** ** *** ******* **** *** *** ***** **** and **** ** ******* ****** * ******** ** ****** (***** is *** *** *** **** *** **** **** ** *****). He ***'* **** ** ** *** ** **** *** ***** which ** **** ** *** ****** ** ** ******.

**** *** *** ******, ****** *** ***** ** *******, *** you ****, *** ********* ****,"**** ***** ***** ** * ****** *** ******** *** **** part ** *** ************ / **** ******** / *** ********* we **** *****. ***'* **** *** ** *** ***** *** break."** *** *****, ****** *** ** *** **** ** **** your ****** *** **** *** *** ****** ** **** **'* stumped *** ****. **** **** *** ********* *** ***** *** for *** ********. ******* **** ******, *** ******* ******* *** argument, *** *** *** ***** ** ******* *** ******* **** certain ******** ******* **** *** *** ** **** **** ** your ************.

***** **** ***** ***** **, ** **** ** ****** ** paying ********* ** ***. ** **** ** *********** ** *** head **** **** **** ****** ** * **** **** ************ for ***. *** **'* *******for *** instead of against ***. Delay the topic up until right before a break or the end of the presentation. Or otherwise limit his floor time by saying something like, "*** ****** *** *********** ** ***** ** ******* ** *** three ******* ** **** ****, ** *'* ***** ** **** Mr. ******* **** ** ***."***** *** *** ** ******,"**** ****"***** ** **** **.

**** *** *********** **** ** ** *** ******** *** ** the ****, **'** **** ****** ** **** *** **** ******. Chances *** ** **** ** ******** ******* *** **** **** presentation ** **** *****. ** ***, *** ******* ** ***** making *** **** ********, **'* ****** *** ** *** *******:

- **'* *** ******** ***; *** ****** *** ********.
- ******* ** * *********.

****** *** ******. ** ***** *** ******* *** *** **** Seymour. *** ***'* *** **** ***.

*********** ************, ****'* * ********* ******* *** ***** ********! ****** for *******.

***, *** **** ****** **** *** *** *****...

********** *********, ***** ******** ** ** ********* ******* ** ** the *.*. ** ****** ****** ** * ******* ***********, ** is ** ***** ******** **** ** ** ** **** *** what ** ***...

*** *** *** ******** **** **** *** ******* ** *** heckled?

*** ** *** ***** *** ******* ****'** *****?

** *** *** *** ******* **** ********! *** **** **** been ************ ** *** '******** *** ** *** ****'

*** **** ****'* *** ** *** *** ** **** ******* listen ** *** **** ** *** ****** ***************.

******** ******* ** *** ******* ***** ***, ** *** *.*. gives ******, ** ********** *** ** ******* ******** ***** *** various ********* ******* *****, **** ** **** ** **** **** the ********** ************ ********.

**** ** ** ***** *****, *** ********** ********, **** ** blood *** **** **** *** ********!

*** ********* ********** **** **'* ********** **** ** ******** *** self-deprecation...

** ** *** **** *** *.*. ***** ******* ** ** what ** **** ** ** ** *******!

*** ** ******, ** ** ** *****...

***** ** **** ***** *.*. #*******!

******

*

****** ** *******!

(***** ****!)

*********** (#*******) ************

** **** **** ****! * **** ******** ** *** ******** and *** *** ******** **** ************ ** *** ****.

*********** ************:

*** ****** ** **** "*******". **** ***** ********* ** ******** in * ***** ************ ** ***** *** ***'* ** ********** heckling, *** **** ******* *** ** * *******.

*** ***** ** **********: **** ** *******'* **-******* ** *** audience ***'* ***** *** *** ******, ** ** ******** ***'* influence ** ****** ***. ****** *** *********, *** ***'* *** Seymour **** *** *** *****. ** **** ******, *** *********** manufacturer's ******.

*** **** ***** ***'* ******** ***********. ** ** ******* ********(*) in * ****** **** **** ***** *** *********** ** ********* trip ***/******* ** ***** *** ********** ******* ** ** ******* innocent ** ******.

** **** ** **** ****** *** *** ****** ****** ** the ******* '**** **** - *** ****', ******* *** ****** of *** **** ******* ********** ** *** ********'* **** ** using ********** **** ******** *** ********, *** ** ******* *** well ***** "*-**!".

*** ** ***** **** ** ****** *** ******** *** **** him **** ******* *** *** *****-****** *******.

** ***** *** *** ******, *** **** **** **** ******** to ********* *** ********, *** ************* ***** ** * ***. to ***** *** ******** *** ******* ** ****** *** *** fan ****** ****.

***** **** **** *** *** ******* *** ** ***** ******* to ** *** '******' ****.

* ****** ****** *** *** ******* **** ****, ****** *** baiting *** **** *** ****** **** *** ******* ***** ***'* be ********, ** ******** ****** **** '*** * ******* * said **** ****** **** ****** ***** **** **** ****?"

**** **.

*

*'** *********** **** **** **** *****. *'** **** ******* ** "Seymours" *** **** ** *** **** **** ** ****** ** being **** ** ***** ******* *****. *'** **** ******* **** salespeople *** ********* ***'* **** ******** ** *** ***** ***** product. ****** **** ******* ******, *'* **** **** ******** ** heckle ***** ***********. *'* **** ****** ** ******, ** ** the **** ***** **** ** ** ****** *** ***** *** presentation ** **** ** ** ** ****. ** **'* * minor ***** *** * ***** **** *** *********** *** *** other ********* **** ** ********* *** ** **** *** ****, I'll *** ** ********* * **********, *** ** **'* ***** to ***** *** **** ** *** *******, * ***'* ******, becasue **** ** *** *****.

* ** **** **** * *******, ******. * **** ********* presentations *** ******* ********* **** ***, ******* ** ****** ***** forever **** *** ****** ** **** * *****, *********** ***** and ******* ** *** ******* ** *** ******* ** ***** the ******** ****** **** ***** *** **** *** ** ****** a *** ************ ** * **** ** *********.

** *** ** ******** ******** ****, "*'** *** **** ** you" ***** *****, *** **** ******** *** **** ********. ** the ************ ** ************, * **** ***, **** ****** *** firmly, "*'* *****, *** * ***'* **** *** ****** ** that ********". **** *'** ** **** *** **** **** ** kids, ******* ** *** *** ** *** ***, **'* *** end ** *** ***. *** **** **** ****** ** **** crazy ****** *****.

*'** ****** * *** ** ******* *** ********* * **** for * ********* ***** ***** *** ************ ** **** (**** is, ** *** ********* ** ******** ****** *** ***********). ****, I **** *** *** **** * **** *** *** ********* to ****** ** ********* ******* ******* **-***-**** *** ******* ** emotional. **** ***, * ***'* *** ** ******* ********'* ****, and ** ***** ****** **/*** * ***** **** ** * presentation, ***** ******/*******'* **** ***** ** *** ******.

*** **********, **** ********: "** *** *** ** **** ******** happy, *** *** ** ****** **-*** *****".

*'** ******* ***** ****. ** * *********, *'* ****** **** people ********* ** *** *** ******* ********* ***** ********* ** still ****.

*********, **** **** ***** *** * ******** ***** ********* ********* 20 ******* ***, * ***** "**** ****** ****'* ******** ** a **** *'** **** *** *** **** ** ******* ***** waiting ** *** **** ********."

* **** ** ******* ******* ******* * **** ****** ** a ***** ***, *** * ******* **** ******** *******.

**** ***** *****. * ********* ******* **** ***** ******** ** engaged *** ********* ** *********, *** ***** **** *** ****** lay ******* ******, ******* ********* *** *****, ******** ********?

******** *** ***********, ***'** **** ** **** *** *** **.

******** **** *** ***, "*'* *** ** *****," ******** **** life *********** *** *** ***** *******. ******** *** ******** * course ** ****** ***** ******** **************** ** *********, **'* * sales *****. ** *** **** *** ********* ** ****** ** all ****** **** ************, *** *** ***** ******* ** *****.

******** ************ ******* ***** *******, ** *** ** ********** ** brave *** ********, *** ***.

******* ***** ***, * *** **** ** * **** **** was ******* ** * *******. ****** *** ***** ******* ***********, this ****** ******** *** **** ******** ****** *********, *** **** of *** ******** ********* **** (* ** ** *********** ******** felt) ****** ** ** **** **** **** ******** ***** *** departure, **** ***** *** ******* *****.

** ****** **** ** ** *** ****, *** ** *** exhilarating ** ********* *** *********** ******* *** ****** ** ********** and ** ******* *******. *****, ********** ***** ***** * ***** compliment ***** * ******* *********** ****** *** ** ** *********. After *** ****-***** ******, * **** **** ****** ****** **** outside *** ************, *** **** * ****** ******** ** *** success, **** ** ** ********* *** **** , "***** ******** you're ***** ** **** ****, ***!" ** ******* *** ***** where * *** ********* ****** ***** ** *** ******, ******* the ***** *** **** *** ******* ******* *** * *** equal ** *** *********.

*** **** *******, ********* *** ******** ******* *** ***********, *** perhaps ** ******** **** *** ******** ************ **** ** *** tough, *******, *** **********. **'* ******** **** ** *** *****, although ***** *** ***** ***** * ********, *** ******** ******* of *** ******* ******* ******** **** ******* **** **** *** less ****** *** **** **** **** *******. * ********** **** a ****** ** **** ********** ********** **** * *** *********** had **** ****** ******* ***** ** *********, **** **** **** entered ******* ******* **** *** **** ***** ** **** ***** of (*** **** ** ***** ** *******) *** ***** *******. Risk ********** *** ********** ****** ***** ******* *********, *** ** a *********** *****, *** **** ** ******** ** ******* *** defend ***** *********, ** **** *** *********. * **** ***** that ******** * *** ********, *****, *** ****** * ********** program, ** ********* *** *** **** *** ***** ** **** it ****** ******* ******* ******. **** ***** ** * ****** of ******** ***** *** ** *** *** **** *****.

*****, ** ** **********, *** ****** **** ** **** ****** that ** **** **** ******* **** *** ***. *******, ** every *********** ** * *******, ***** * ****** ** ******** to ****** ************ *** **** *** ***** ** ******* ** even **** ** ***** ********? **** *** ******* "****" **** often, ******** ** ***** **** ** *** ************.

****** ****, * ***** **** * ****** *** ** ******** toward ********** ****** **** **** ************* ** *** *********** **** a ****** ** ************ *** ****** ** ***** *********** ************ with *** **** ** ********** ************ ****** **** ********** *** fixing ****. **** *** ***** **** ** ************ ******* ** manage, ***** ** ***** **** ** *** ****.

* ***** ********** *** ******** *****, *** ** *******, ** colleagues ***** ******** ********* **** *********. ***** ** ** ********* accurate, ******* ************ ********* ** ***'* ********** *** ***** ***'* opportunities ** ******* **** ** ******** ***'* ********* *** ************ as * **** ******. ***** **** **** ******* ** ******* the ******.

* **** *********, * **** **** **** * ***'* **** until *'* ***** * ********.

* ** **** ******* **** ************ ***** *** * ******* that **** ********* **** * ******** **** *** ***'* **** that ** ** ** **** **** ******** ** ***** ** down *** ********** ******** ** ******. **** **** *** **** be *****. ** ** **** ** ***** ** *** *** questions **** ******* ** **** ***** ** **** ** *** edge **** ******. * **** ****** **** ***** **** ******** when * *** ** *** *****. *** ******* ** *** only *** ** *****. ;)

** * ********* ********* ******, ** **** ** ***** ** to ***** *** ** *** ********* *********** **** * ***** person. ************* ************* *************.

*****, *********** *****. *** ***** * ******* ** **** * lot ** **** *** ********* *********** **********. ***** ** ***** I *** ** ** ***** ***** *** *** ***** ******* from ****. * ** *********** ***** *** *******, *********** ****** they ****. *********, ****'* *** ** *** *** (* **** some ****** ***** *** **** **** ******** ****) *** *** average *** ******* ** ** ** ****** ***** **** * technical / ******* **********.