Don’t Ask The Customer: Do Your Homework

Today was the third day in a row a sales person called and made exactly the same mistakes, ended up too suddenly.

Hi, I’m Paul. I’m calling from The Company X. Can you tell me who is responsible for Marketing in your organization?

Just a short sentence. I heard some background noise as well, imaging he was in a room where many people were doing the same as him.

It wasn’t abnormal. It was a typical sales call, but ended up in the same way as the other recent calls I got this week. I hung up. I never do such otherwise, except if I’ve not having time at all. I learn from bad and good sales people, just spending a few minutes, to get a fresh experience of how sales reps are working nowadays, to get the stories of behavior and to perfect the advice I give to sales and business leaders.

research

This week wasn’t a bad one. And I wasn’t in a bad mood at all. Still; I couldn’t stand the way these sales persons called. It was so many faults.

So, can you “Find Five Faults”?

First.

When you call, go to a quiet place. If I hear other voices, I think of two scenarios – both are bad. Either the working environment is too bad for the person calling: “are they really so many employees so close to each other?” or – and more obvious: it’s a call center guy with a list to call. So my feeling is that I’m devalued, only being a row in a list. If he doesn’t catch me, it doesn’t matter, he’s just going on calling…

Second.

He didn’t know my name. Addressing by pronouncing the receivers name means he want to speak with me personally, not my role or position.

Third.

Don’t ask for anything if you’re not giving something first. The sales rep asked me to give him the name of my marketing manager. Why should I? What do I get in return? A ticket to the cinema or theater? It connects to the Third as well: He don’t want to talk to me, just my role. To bad for him, since I am the marketing manager…

Fourth.

Do your homework. You may find most information about my company on the internet. As a sales rep, if you don’t have the time to spend a couple of minutes scanning my web to get who is the marketing manager, you probably not are having time to help me either. You will take my money and go away. I understand, sometimes the information on the net can be somewhat scanty, but again, that’s no problem. There’s lists to buy. If you can’t afford buying a list of names – I recognize that as a not solid enterprise you’re calling from.

Fifth.

Begin your call by mentioning a pain you know – and I mean really know – the prospect has. Even if most of the sales process is gone nowadays, the buying process is still ongoing. Take part in your prospects’ searching for help and best practise, using social media channels. Learn to be a helping star and you will get close enough to hear their biggest pains.

Don’t take me wrong here. I really care about you sales reps out there. I’ve been a rep by myself and I know the hard work you have to do. But why are you walking a path full of thorns?

Good luck out there!

 

 

 

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