How often do you get sales calls or marketing calls, and how do they go? Damn. Some of these salespeople, actually an awful lot of them are lazy sacks of excrement. It’s often somebody calls me, partially from personal connection, and they basically know a bit about me. We had a lot of conversations, we’ve been on things together, etc. and all of a sudden they call and it sounds like they think I’m from outer space and have just landed. It’s like they don’t remember or don’t know anything. How hard is it to find out about somebody? Do your prep!
This episode was actually originally motivated by somebody who was talking with me about being on my podcast. I’ll explain that a little bit later. What happened was I stopped because somebody else that I had an appointment with, a salesperson, called and this is the scenario. Some just do this and are supposed to be in sales and marketing. Think of it. They’re going to webinars and seminars, and talking to others about how to do sales well. What to do. How you’re supposed to do it. What you’re supposed to say. They’re teaching people how to use X, Y, Z software so that you have a real personal connection with the person, and to develop that personal connection.
What happens? This person called from a major software company. Actually they were hired away from another company where they were supposedly a cracker-jack salesman, and they approach me in an absolutely inept way, annoying the heck at me. They start up with things, like asking me about myself. Heck, he already had the links in the email that we exchanged. I had already been talked to by somebody else that supposedly gathered some information so that he’d have it in front of him. So I just leaned back, took a nice deep breath, tried to hint to him as to what he should do while I’m on the phone. He couldn’t even take the hints. He still didn’t get it. He said things like: “What do you do?” Really? I just freaking gave you my information, my link, and told you what I was. I even said: “Didn’t you see my bio on…?” and I gave him the link for that. No. I had sent him things and he had the links to my bio in there. You would think, if nothing else, he would be pulling it up as he talks to me.
Folks, if you’re in sales, do a little bit of prep ahead of time. Make sure that you’re able to get on the phone and as best as possible seem like you’re interested in the person, know a little bit about them, and make sure you’ve thought of things that relate to you and them and your company, and what your company can do for them. Don’t brag about your company. They don’t give a dang about your company. What can the company do for them? Then you can get into all the testimonials and the support material.
I think from now on and I recommend you do the same, when I get a call from one of these folks I’m going to refer them to this episode. This will be episode number 81. I’m going to say: “Go to www.LifeUnsettled.com/81,” tell them to listen to it and call back. If they don’t have my information together then, I’m just hanging up. I suggest you do the same thing. I wasted like 40 minutes on the phone. I needed some things from this particular person, so I did. Otherwise, I would have hung up right at the beginning. But I and I imagine you may, too, get calls from these lazy salespeople on a regular basis. I’ll just ask them to call back after they’ve listened.
The process of some of the sales call was really crazy, too. He was asking me things as if he was talking to a person who had just started out doing certain things, someone who had never been in business. There are all kinds of things that he could have just said, like: “Are you familiar with X, Y? Should I go on to this?” There was lots of ways he could have skipped on it or been complementary in the way that he asked, instead of trying to tell me how to tie my shoes. That’s basically what it was. “How to turn on a light switch. Make sure that when you go out to turn your lights off.” Come on. Get to the point, tell me what it is you have and why I should listen, and tell me why I should be with you or your company.
Example, and remember that this is after I’ve mentioned on a couple of occasions where my bio is and how he can look it up, he says: “Yeah, okay. There,” but he didn’t bother to look at it. He just pulled it up. Don’t ask me: “Are you good with numbers?” when he’s standing there, and in the first line or two of the bio it says I have a PhD in mathematical and statistical economics. I’m probably good with numbers. Start out by saying: “Of course you’re good with numbers,” and then I can always deny it and say: “Well, I’ve forgotten them all,” or something. But say it in a positive way. Those kinds of questions basically just show that you don’t prepare and really show no care for my needs. You are just selling. There were at least a half a dozen of these really dumb questions.
I’m sure you’ve heard someone asking you a question that they’re really trying to just lead you down a path on a sales process that they’ve memorized or they have some sort of damn script in front of them. I’m not calling some hardware store or some parts store, and they have to ask me certain questions. I’m calling somebody that’s supposed to be fairly intelligent and is supposed to be handling relatively complex things, but instead they talk to me like they’re talking to a new person in the world. Just really, don’t tick me off.
What this all boils down to is you spend an awful lot of time trying to get leads, trying to do all kinds of things so you meet people, network, etc. and you find somebody that’s really interested. This is not a cold market, this is no longer even a warm market. It’s a hot market, and you go back to the cold market script. Don’t insult people. Go back and reevaluate. If your calls are supposed to be a half hour long and every half hour you’re supposed to make a call (I don’t care whether it’s a half hour, an hour, or something) then make sure that it’s 25 minutes, and spend five minutes looking up the stuff for the next person you’re going to speak to. I don’t care. If you don’t have any contact information, I bet they’re either on Facebook or LinkedIn, and you can find out a little bit about them. If you’re in sales, don’t be a jerk. There are enough of them out there.
Thank you. Best of luck. I hope this sinks in to a bunch of people in sales. Now, whatever your responsibility, one issue everyone needs to overcome is time and time management. I have worked on how to get things done and more efficiently, time management for 35 years. Recently, while starting so many new things, I went back and pulled together all the things that help me and researched new ways as well. I’m sharing it here with my listeners click here!