Eighteen months ago I posted a piece entitled Why Don’t They Want To Sell To Me. It told of my amazement at the lack of basic sales and service I received following a BMW test drive. When offered the chance to slam dunk a guaranteed sale there was no follow-up call, no attempt to explain the range, no chance to up sell the car’s package and close the deal. And today I can report this is not a car thing, it’s the same for the business park and serviced office industry. Once again, I ask: ‘Why don’t they want to sell to me?’
Perhaps, despite all their advertising agencies, customer segmentation and marketing plans four out of five of these substantial B2B businesses lead me to ask the same question in 2011 that I asked in 2009: ‘Why don’t they want to sell to me?’.