Thursday, October 04, 2012

4 ways to ruin a sales call

From CBS News MoneyWatch

Like most of you, I get cold calls and e-mails every day -- not spam, I mean "real" sales calls -- most of them for things in which I have no interest, or for which I am not even a prospect. And like most people (I'm making statistical assumptions), I almost never answer or respond. It's not because I have it in for all salespeople -- though probably most of us have a hard spot in our hearts for solicitations -- It's because the vast majority of them botch their door-opening efforts so badly.

I appreciate that these people are doing their jobs and trying to make a living. In fact, as I wrote recently, whenever I get a call, e-mail or message from a salesperson, I remind myself that at my company, and probably yours, we call people to try to sell stuff, too. So I'm not insensitive to the plight of the honest, hardworking sales professional.

The problem is, most of their hard work often goes into turning me off to the point of nearly total disinterest in whatever it is they're selling, even if they were straight-up giving away gold bullion.

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