Over the past few weeks, I’ve found myself on the receiving end of a series of particularly heinous income techniques – all of which were aimed at getting through a gatekeeper to a decision-maker and which ended disastrously for the sales reps involved.
My spouse and I firmly believe that to improve each of our skills and the relationships looking for with our prospects and consumers, it’s just as important to know very well what not to do as it is to know how to proceed. In that spirit, I decided to recount and dissect these types of painful experiences, in the wish of sharing with you wherever these salespeople went wrong – and what these people could’ve done instead!
One word of warning: while I’ve chosen not to utilize any names to safeguard the potentially innocent businesses who may be employing these types of sales reps (and might not be aware of the “techniques” they may be using), the stories if you’re about to read are, regrettably, all true. Viewer discernment is advised…
#1: The situation of the anonymous acquaintance
Very first, a couple of weeks ago, I got a magazine article from the mail that detailed the vast benefits to salespeople of getting a public speaking course. On subsequent look, I saw that the write-up was an advertorial, detailed with a registration form for the course at the end.
Attached to typically the piece was a post-it which has a handwritten note which learns: “Colleen, I thought you would get this interesting. ” It had been signed with an illegible preliminary – maybe a J? Perhaps an I? – We couldn’t be sure. I had no clue who had sent me this particular “highly informative article, ” but because of the handwritten notice, I assumed I must understand them. I looked at the actual envelope it had come in and found no comeback address and an automated mass mail stamp – sure signs of unsolicited mail.
I had never heard of the company providing the seminar, nor everyone they were associated with. These folks were trying to hide behind all their anonymity because they knew, I always knew, that they did not learn me.
Why is this adding the line?
Because by looking to pretend that they know and get into a relationship with me, although they don’t, they are lying. If you ask me, an approach based on any lie is the worst mistake – and the worst first impression – that any sales professional will make.
This lie is being found in the hope that Items feel guilty enough concerning not remembering who they are that I may call the company to find out, after which they can try to sell me a particular seminar. Will I be in the particular mood to be sold once I figure out all their game? Will I ever obtain anything from this company and recommend them to my friends and associates? Am I more likely to respond warmly to any girl call that might happen to appear?
The answer is NO! So if an individual has ever been tempted to try to appeal to new customers with a lie, 1st ask yourself this: if the consumer or prospect finds out just what I’m really up to, may they be mad, or perhaps will I be embarrassed? If the answer to either of these concerns is yes, then discover yourself to be a different tactic – quickly!
How not to cross the queue
The idea of staying in touch with the customers and prospects by sending them an occasional document or other information is a good one. But if you use this technique, ensure that the following rules of thumb are put on consistently and without a difference:
The article is relevant to the customer.
The article is simply that instructions an article, not just a glorified advertising campaign for your product.
The prospect is aware of you, and you signal your name so they can find it is from you.
You recognize who you are on the envelope.
Is made a follow-up call after they are yet to receive it.
#2: The truth of the schoolyard bully
Throughout my vacation in March, I received a frantic get in touch with from my office.
My assistant was panicked mainly because she’d gotten a get in touch with a man who was adamant that he had a meeting built with me for that day, and therefore it was “critical” that he discuss with me what was needed to sell my house. He also told her that they “had talked to me specifically, ” that this was “a follow-up meeting, “I had “promised to talk to him,” – and even that he got “time sensitive information” he previously had to get to me.
When the girl finally got me phoning around, explained the situation, and explained what company he was phoning from, I realized it had been all a ruse. I had not talked to that rep or even his company before. However, I did so know enough about what they were doing to realize that the actual sale was not relevant to the business, and I was not, nor ever would be, interested in the service they offered.
Quite simply, this rep hadn’t spoken to me before, not to mention scheduled a “follow-up” getting together with me. He also didn’t present anything that would be “critical” to my business. I’d be glad if you interrupted my vacation to talk with him.
Why is this traversing the line?
Once more: he completely lied. As far as I was concerned, this spelled the end of just about any business relationship he and I may have ever had.
To make things worse, to get through for me (the “decision maker”), they tried to instigate panic during my assistant (the “gatekeeper”) by simply confusing her into contemplating she and I had built a mistake, and I would have to become disturbed.
He knew we would never speak and that all of us did not have a meeting planned. He was simply hoping I would feel so guilty concerning the possibility that I’d created a mistake that I would be prepared to cancel whatever else I was performing to take his call. Having been probably also hoping which same unwarranted guilt would make me feel I “owed him” enough to listen to their pitch.
Whenever you use a strategy that requires making someone else feel below par simply to get what you want, if you’re crossing the line not only involving appropriate and inappropriate income techniques but also between becoming an intelligent or stupid sales rep – and, to my thoughts, between being a decent man and a schoolyard bully.
Only ask yourself: if your prospect found what you were doing, would they likely want to have a relationship?
How not to cross the cloths line
Assistants can be used effectively to secure appointments and get judgment-makers on your side. However, never attempt to manipulate them or maybe their relationship with your customer. If you do get a gatekeeper contacting companies, try the following, and see simply how much farther it will take you:
Prove to them respect at all times.
Treat these like the decision maker, and try your opening collections or lead-in questions together. They may be able to point an individual toward other decision producers in the company who could be critical to your sale.
Question them when is the best time to reach your choice maker.
Ask if they can easily schedule 15 minutes together with the decision maker for you.
Generally, thank them for their guidance.
#3: The case of the “close, personal friend.”
Finally, only a few days ago, a sales team called our office, professing to be my “close, personal friend.” My asst asked if I knew your girlfriend, and while I didn’t assume, I decided to have your girlfriend put her through to my family anyway.
A couple of minutes into your girlfriend’s pitch, I often interrupted the rep and asked, “excuse me, do I know you? ” She answered: “Not now, but if we trade together, I guarantee below become good friends. ”
As you can imagine, we didn’t do business collectively and aren’t likely to at any time in the foreseeable future.
Why is this traversing the line?
Say it by himself now: because she lied to you! Even worse, it was a foolish lie!
Did the associate not think that, when she had me contacting companies, I’d realize she had not been the “close, personal friend” she was claiming to get? She wished I would think her “idea” was clever or I was so stupid I could remember who my friends tended to be. Any sales tactic which makes the prospect feel like you must believe he or she is an idiot just can’t end well.
Before you try any technique like this, please ask yourself: if the potential customer finds out what I’m performing, will they want to be my buddy? Or will I be happy with the results of earning a bad reputation and a lost opportunity?
How to not cross the line
Every time you contact a decision maker, have a powerful reason to speak to them, and ensure your opening line or maybe leading question is updated to their needs and offers these people value. Then they will want to period calls without you being forced to lie to get them to contact companies.
If you want to develop commonality using your prospects without deception, try the following simple, rapid and honest! – technique:
Use a REAL reference via someone you both know.
Explain a third-party story about a buyer you’ve helped in their industry and the same position (Director, VP, etc.).
Offer a piece of info that shows you know something special in their business or business that you can help them with. Among my clients who offer to the medical research business, for example, leads with “your research into XYZ illness caught my attention… inch.
When it comes to being honest and being branded an atar, the line between what’s suitable and what isn’t isn’t a lot of a “fine line” currently a gaping chasm. Also, you may never be able to stay on course.
Consider yourself cautioned.
Colleen Francis, the president and founder of Engage Marketing Solutions – a flourishing, successful company with an around-the-globe acclaimed sales-training approach that motivates and inspires sales professionals everywhere to achieve their maximum potential. Colleens clients cover anything from Fortune 500 companies for you to small- and medium-sized companies, to public-sector organizations.