DID THEY HEAR YOU?

verbal diareahHave you ever had a conversation with your significant other and as they are speaking you make a decision on what they are speaking on, hoping the one-sided conversation will stop, only to find it continues, regardless of what you said? It was like they did not hear you.

How about the time your kids were insisting on something and you replied: “No.” However, they continued on making their case and hoping that with the consistent badgering, you will actually give in. Again, were they even listening?

The reason I bring this up is that a few days ago I got a telemarketing call. For those that follow my blog, you know how much I love those.

First, he started right off with over the top enthusiasm calling me by my first name as if I was his long-lost brother. I have no problem people using my first name when we talk for the first time at all. However, if you act like you were my best friend growing up together before you left and you just got back into town, just don’t do it. His exact words were: “Hi, Joe, my friend.”

Next, he did not even go into the standard: “How you doing etc.” but rather launched right into his pitch which was not only clear but rushed as if he had to say 1000 words in the next 45-seconds.

Compounded by, when after about 30-seconds I stated: “You can stop right there. I am not interested.” All of sudden I get: “How can you not be interested when you have not heard all about it.” To which I said: “I have heard enough, and the answer is no.” “But you can make residual money and let your money work for you.” Was his desperate response. I was now getting annoyed: “Look I respectfully said no, and I will now be hanging up. Please learn that everyone is not your client and find a way to receive a no graciously. Goodbye.” As I was hanging up the phone I heard: “You know nothing about sales.” Hmm, wonder how he came to that conclusion?

I know you will find this very hard to believe, but I did not put my phone back to my ear to have a conversation with this gentleman. I was about to leave for a session of The Action Suite where I share my vast knowledge with businesspeople and entrepreneurs to shorten the learning curve of becoming a sales professional from a salesperson. It is truly amazing to me that the perception in the marketplace is how they are one and the same and there is no gap between salesperson and sales professional. It is my belief that there is not only a gap, but it is getting wider as exemplified by the above caller.

My recommendations for him, and for anyone else you may want free tips and some of the things we discuss in The Action Suite would go something like this:

  1. Get off the drug or sugar high. You are in business. Act like it.
  2. Don’t use the first name like you are an intimate friend if you are not.
  3. Qualify the person on the other end. Are they even a potential client?
  4. You qualify by asking questions, not by ‘vomiting’ your pitch all over them.
  5. Never, ever, degrade the caller as in: You know nothing about sales.” Guess I have been doing it all wrong for way more years than this individual has been alive.

By the way, he was pitching financial services and mentioned the name of his firm. Guess if I even needed any financial services, who I am not going to?

So many who think they do not need The Action Suite are those who need it the most. Sad, really sad, as it not as hard as you may think to make the leap across the gap that separates the pro from everyone else.

Written by Joe da Silva

Joe da Silva is a Business Adviser/Trainer/Coach to multi-million dollar companies in Canada as well as internationally. He has uncovered the many secrets to Sales and Business Success over his 40 years in the field. He shares his experience and knowledge with fellow professionals to significantly increase their proficiency, productivity, and profitability through group and individual training, seminars and ongoing sessions such as The Action Suite. Joe's passion and goals are to mentor individuals with their professional challenges by shortening the learning curve and showing them how to grow into their own success. (JoedaSilva.ca)

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