Was I Expecting Too Much

As a former dealer:

We have to understand that the initial conversation between POTENTIAL customers and POTENTIAL dealers is an "interview" process that involves two parties, analzing the prospects of a positive outcome for each Both have the option to proceed or terminate the relationship based on the information they are given. The dealer may get indicators that the prospects for success are very low (say, 20%) based on past experiences, and decide to tactfully withdraw at that point.

The key word here is "tactfully" withdraw. In my view, "preserving the relationship" was always the top priority, unless of course, I felt the person was a low integrity individual. I don’t know what kind of day/week/year/life the dealer was having. It would have good to get to know you face-to-face to discuss the turntable. I’m pretty sure your lifetime Hi-fi ambitions are not going to stop with your current turntable purchase.

By the way, I was in the market for a luxury sports sedan a few years ago. I asked the salesman: "If I pick the sports suspension option, how much lower does the vehicle sit?" To which the salesman replied: "I need to make sure you’re serious about the car before I spend the time doing all this research." I ended up purchasing the car (with sports suspension) from a salesman who was a performance driving instructor who, during the test drive, made sure I hit the apex at speed on the exit ramps. Relationships matter.

The first MINUTE of the interview process between potential customer and dealer is the most important.  It is during this period were it will be determined IF there is a valid reason for either party to continue pursuing their obnjectives.

Key words from a customer such as "I'm shopping for a ...." is a bad place to begin a conversation.  The term "shopping for" can have many connotations including: "I'm going to buy where I'm going to get the best deal".  Dealers have seen this movie before, so some quick math (I'm going to offer my time and resources and my prospect of closing this sale are on the order of 20%) and may prefer to withdraw.  "Ready to buy" puts his prospect at 60%+.  Simple math.  Business 101.

@mdalton

My point is that during the "interview process" there are certain key words that throw up a red flag and indicate that the potential customer is a "shopper" and not a good prospect. How this is framed and communicated matters. The dealer may be cautious and protective of time and assets, perhaps (based on past experiences). But, not crazy.

@mdalton 

All good points.  And as @markimiller suggests, IF this is the dealer in question, he might be an old burnt out purveyor of audio hardware that's ready to trade in his surplus gear for a golf cart.

My intent is not to win (or, lose) an argument here but, rather, inject a viewpoint based on decades of experience for consideration.  I mentioned in an earlier post that it is unfortunate that the dealer missed an opportunity for a face-to-face with this (potential) customer.  It could have paid off for both of them?

My approach to potential customers was one where neither party was over-leveraged, or under-leveraged.  This seemed to work out well for me, and my customers.  Your example of a job interview does fit into the dynamic.  The dealer's career objectives (both short term and long term) does depend on the outcome(s).  The dealer's career is enhanced (or, diminished) by what is about to happen so, yes, he does have a vested interest in who is is "interviewing".  In this regard, whether we're aware of it our not, everyone we do business with (where there is a lot at stake) is going thru a mental checklist to see if they really want to do business with us.  Our portfolio included providing technology, home theater, distributed audio, etc. and using your contractor example, we were given the advice that if the customer/client is badmouthing the other trades on the job, it's probably best to bow out of the project.  They aren't going to like you, either.  And we may be unintentionally communicating the wrong messages to the dealer, contractor, etc. and disqualify ourselves before we even get started.  Probably the best outcome, for all concerned.

In my career, I had to look under every rock to discover business opportunities and was never in a position to pick and choose only elite customers/clients.  But I'll say, looking back, after 70+ hour average work weeks, I should have had a better filter on whom I did business with.  I missed a lot of life and living.  But, I did offer an extraordinary level of service.  Wonder if that will be included in my o'bit?