For 40 years I have been a leading salesperson; selling solutions, managing teams, hitting the phones and hitting targets.
I am going to share the secrets you need to know about the people calling you so you understand what's going on and what to do about it.
Who am I?
You may never know.
But people like me are targeting you every hour of the day. So how do you deal with them?
I don't care.
I'm in sales. It's my job to talk to you so I will.
No one in marketing checked that. I just accessed the database that we had and I'm going to call anyway.
If I have to apologise then I will. But whilst I have you on the phone, can I just ask you about ...
You have done the right thing. But I am in sales so I'm just going to ignore it as you're on my list.
All sales people have been trained to find ways to engage you. Their approach and pitch will have been refined over many years and across thousands of calls. Their organisation may have spent hundreds of thousands on making them more capable at overcoming your defences. Whether it is you personally or the receptionist answering the phone. We will keep talking to you.
How many hours training have you had on dealing with an incoming sales call?
None you say?
Thought not.
All the whilst I talk that is your time you are wasting. And I suspect that you are too polite to just stop.
Have you ever heard any of these?
“We have gained so much time back, not just from the calls themselves but from the loss of concentration and interruptions we had .”
Every so often we come across sales people who are so unscrupulous they come to the attention of our standards committee.
These are salespeople who could be repeat offenders at lying, cheating, being rude or anything that makes them stand out as a bad example of poor sales performance. If they come to our attention, then we are putting them into the rogues gallery. This will highlight organisations who may have unethical or unprofessional practices who we believe should do better.
It also serves to let people know who not to do business with. No one wants to work with someone who is not ethical in their practices.
If you are a seller and you recognise these traits and your personnel do these things. You need to do better. You need to train your staff to be professional because we all know that customers who are treated like this will never do business with you. And they will tell their friends about you and they will not do business with you either.
Was a caller from a very well known telecoms company. When greeted by SASCIA they were very rude, used profanity at her and slammed the phone down.
In the exit of the call they admitted that they will now use sneak tactics to get round SASCIA.
We know that the SACIA users are too good at what they do and will never let that person get through to a human without having been through SASCIA first.
But to admit that you're going to lie on your next call??
Is that who you want to do business with?
Lied to the receptionist that the Decision Maker was expecting the call at 10.30.
The Decision Maker had no idea the call was coming in at 10.30.
This was a blatant lie to get the call put through.
Do you want to do business with liars?
(The recipient was furious by the way)
Rogue 3 sounded like a very lovely northern lady with a nice professional opening to the conversation. She was selling re-financing for assets and invoice factoring.
When she found out she was talking to an AI agent the message she left was angry and peppered with the worst profanity we have had. 100% Not what we were expecting when the call started.
Do you want to do business with rude, angry people?