Another Cold Caller Defeated

Spot the troll

Somewhat inappropriate and inflamatory methinks, I think the OP has a point, if someone can't answer the first question 'is this a sales call?' with an honest answer of 'yes' then why on earth would I trust that anything else they are going to come out with next is even remotely honest or accurate? In fact what it tells me is that actually they work for a company that pays so little value to their potential clients that they dont deserve my business.

If someone calls me and I ask them if its sales related I expect a truthful answer, if they try to tell me that its something I simply can't live without then I expect genuine facts/figures/proof/case studies as to why not. But personally I simply will not entertain cold callers and have no patience/tolerance for it and for quite a simple reason, anything they are calling me about that I dont already have I simply dont need and anything that I do already have/use/want I would always carry out my own research and evaluation to decide the right method/product etc that is appropriate for me and would approach those companies directly and do my own negotiation, I dont buy things from cold callers!

I think its quite arrogant to for any cold caller to suggest that I'm disadvantaged or missing out in any way by not listening to their too good to be true, fantabulously amazing deal.

It may have been a good approach in the days before t'internet, but now its really quite an outdated sales tactic and I think a higher percentage of people are now wise to it. Thats why I registered with TPS to keep the majority of them off my blinking phone and I report any that carry on regardless!

The most annoying are doubleglazing and other such nonsense for a house I rent! I dont give a flying fig about their latest new promotions

 

[britishw]

I would like to see someone immediately reverse the call so the prospect starts selling something to the telemarketer.

Telemarketer: "Hello, this is XYZ Limited, have you heard about us?"

Prospect: "No I haven't, but can I ask, are you a golfing man?"

Telemarketer: *pause* "Well, yes, but-"

Prospect: "Ahh fantastic. Well I think that one of our new golfing widgets would make one incredible difference to your drive"

Bonus points would be achieved for fulfilling one of two objectives:

1). Get the telemarketer to hang up on you
2). Get them to buy something from you

I suspect the only way this would work (or the only way the challenge would be accepted) is if it was a telemarketer who received the telemarketing call.

I've read quite a few of these posts now and there seems to be a distinct divide between those pro telesales and those against. Or in my opinion it would be those that are willing to pick up the phone and those that have a fear of doing so.

I operate a web based business and rely on content to bring people to the site. However, I wouldn't dream of just marketing this site online and it wouldn't function nearly as well if I didn't pick up the phone to sell advertising or get some PR.

Whilst I'm not a natural on the telephone I appreciate it's a task that needs to be done. If you take the targeted calling out of the equation then it would be like operating with one arm tied behind my back.

 

[captaincloser]

Somewhat inappropriate and inflamatory methinks, I think the OP has a point, if someone can't answer the first question 'is this a sales call?' with an honest answer of 'yes' then why on earth would I trust that anything else they are going to come out with next is even remotely honest or accurate? In fact what it tells me is that actually they work for a company that pays so little value to their potential clients that they dont deserve my business.

If someone calls me and I ask them if its sales related I expect a truthful answer, if they try to tell me that its something I simply can't live without then I expect genuine facts/figures/proof/case studies as to why not. But personally I simply will not entertain cold callers and have no patience/tolerance for it and for quite a simple reason, anything they are calling me about that I dont already have I simply dont need and anything that I do already have/use/want I would always carry out my own research and evaluation to decide the right method/product etc that is appropriate for me and would approach those companies directly and do my own negotiation, I dont buy things from cold callers!

I think its quite arrogant to for any cold caller to suggest that I'm disadvantaged or missing out in any way by not listening to their too good to be true, fantabulously amazing deal.

So how do you extend your own client base to people who have never heard of you ? I just saw your website and would suggest you operate in a very crowded market ?

By the way I am in the camp that says you are nuts if you are a salesperson and pretend on the phone that you are not or using some line as 'doing a survey'. As for the 'fantabulously amazing deal' don't you just love it when you do get one....However it is put in front of you ? I bet you do....

I am happy for all of these second rate sales people to be burned at the stake slightly before me.

 

Anyone who comes on UKBF bashing sales people and then says that they 'used to be in sales too' is on a losing wicket (to keep the cricket analogy going).

If a person is in sales and they are carp it at it...they leave and forever after hate sales and sometimes salespeople (a bit of a generalisation)

However, If you are in sales and you are good at it you never, ever, leave until the end of days and you are proud to talk about it whenever and particularly if ever this type of thread starts.

Can't sell, won't sell and business goes TO hell.

Erm surely if the OP owns a successful retail business then by default they are extremely successful in sales, they just have no need to cold call an inappropriate customer base? I've been on sale negotiatior training courses, its standard practice for any qualified procurement person to do it and witness what the people approaching them have been trained to do and I've seen first hand the tactics many are trained to utilise to try to resist the no, not to give a straight answer to a question.

Its also not true that people leave sales because they are no good at it, I would bet that a large percentage leave because it was never ever the job they intended to do or qualified to do but it was a stop gap because there are quite a number of sales jobs available every day in the paper as a result also in part to the high turnover of staff who equally never wanted to have to go into it.

Yes some people love sales, some people are good at, I love selling to people, I love talking to customers, I get a buzz everyday from both my retail businesses and also my clients from the consultancy side who I save millions of pounds by using my skills to restructure, renegotiate, retender aspects of their business. That does not mean I have to have time for cold calling and it also doesn't mean I'm poor at sales, it means I'm happy to control my own destiny and not be at the beck and call of anyone else.

 

[generation4business]

I think if the OP is approached in the right way he will listen going by the fact that he mentioned that nobody had got past that point yet.

Going by the objection it is the callers fault to start off asking a y/n question.

 

[captaincloser]

Erm, (as you say)..did you read my post ? I was asking about the website attached to your name on here not the OP. What you have replied wit is a very haphazard emotional rant..is that what you intended ?

I frankly find it a stretch to see that someone running their own highly successful business is, at the same time, 'saving companies millions of pounds'

Do you have a website for that business. I know plenty of people who would love to save a few thousand let alone a few million this month . Where do we sign up for this and when can you come over ?

 

So how do you extend your own client base to people who have never heard of you ? I just saw your website and would suggest you operate in a very crowded market ?

By the way I am in the camp that says you are nuts if you are a salesperson and pretend on the phone that you are not or using some line as 'doing a survey'. As for the 'fantabulously amazing deal' don't you just love it when you do get one....However it is put in front of you ? I bet you do....

I am happy for all of these second rate sales people to be burned at the stake slightly before me.

Both are very competitive markets yes, but you wouldn't go phoning up members of Joe Public and saying 'hey fella, fancy getting married and paying me to do your jewellery' would you? Lol or perhaps you would suggest I would?

Of course no new customer is a bad customer generallly (apart from the pareto 20% who cause you the 80% of grief you dont need!) but I believe in personal choice, I attend events where people who want my items have come to see me and fellow business owners, I have been lucky enough to have won awards fairly early on in the business and had fairly regular press interest in the relevant fashion/wedding press which creates a good customer base which increases at a fairly rapid rate via word of mouth. I appreciate that not everyone is in a business that works this way.

And yes I love getting a great deal, though the pleasure is in achieving it myself, perhaps its comes from being a procurement bod, the difference is the role though I guess, then its about getting myself or my client a good deal, its not about being sold to and I would never dream of selling anything to a customer on my retail side in anyway other than how I would like to be treated myself, there is no need for a hard sell, the products be it the jewellery, the jigsaws or myself as a consultant speak for themselves and dont need that.

So you must be missing some jewellery/jigsaws in your life Sir, or have an important occasion coming up, valentines is only just round the corner you know

 

[Montaigne]

Somewhat inappropriate and inflamatory methinks,

The sales and marketing thread in UKBF, so far as I see it, is to help people with sales and marketing and where people can come for genuine advice. Yet again the OP, like so many others before him, has decided to start a thread in a sales forum criticising sales people. There's nothing constructive about it. It's clearly trollish behaviour and to try and mask it by suggesting that it is a valid point is nonsense.

 

[Montaigne]

there is no need for a hard sell,

I completely agree! If you're selling a good product whether it is competitively priced, good quality or however your customers parse a good deal then there is no need for such a tactic.

 

[generation4business]

I agree, to be honest I don't know why we get such a hard time when this specific part of the forum is Sales and Marketing and it's pretty obvious that we do a good job and an important one as we are (if good) the link between the cash, the product and the buyer/seller.
No more moaning in generalisation as I think surely it must even bore the ones that hate us as a trade. (or not)

 

I've read quite a few of these posts now and there seems to be a distinct divide between those pro telesales and those against. Or in my opinion it would be those that are willing to pick up the phone and those that have a fear of doing so.

I operate a web based business and rely on content to bring people to the site. However, I wouldn't dream of just marketing this site online and it wouldn't function nearly as well if I didn't pick up the phone to sell advertising or get some PR.

Whilst I'm not a natural on the telephone I appreciate it's a task that needs to be done. If you take the targeted calling out of the equation then it would be like operating with one arm tied behind my back.

Its not about a fear of the phone, lol I never shut up, the phone holds no fear for me hehe I'm sure if someone approached me for the right reasons I would listen, its the tactics I object to. Its the same as the email junk mail I get where someone sends me an email claiming that they know I import jewellery, when I dont, I make jewellery either myself, or I have one of my designers make it based on what is commissioned, with some minor exceptions of pieces from established brand names, but I do not import and buy in mass manufactured stuff as thats not what my business is about. Its that basis research thats lacking that winds me up. Its not asking me would I be in the market for something its trying to tell me what I'm in the market for and in fact it wouldn't take them a huge amount of effort to learn more about my actual business as I've been interviewed a few times, including by UKBF about my business and my business ethics.

 

Erm, (as you say)..did you read my post ? I was asking about the website attached to your name on here not the OP. What you have replied wit is a very haphazard emotional rant..is that what you intended ?

I frankly find it a stretch to see that someone running their own highly successful business is, at the same time, 'saving companies millions of pounds'

Do you have a website for that business. I know plenty of people who would love to save a few thousand let alone a few million this month . Where do we sign up for this and when can you come over ?

Lol, I have answered that elsewhere in another post I was responding to the post I quoted. And you can find it a stretch if you'd like, but its perfectly possible to operate online retail businesses and do other things you know, its the joy of working for yourself .

I carry out work as a procurement consultant mostly for public sector clients and have a perfectly verifiable LinkedIn profile demonstrating savings achieved for clients thanks I dont need a website for it, I'm one of 3 well known people in my field regularly approached by clients and have had all work via word of mouth for the past 4 years which is all I need.

 

I know plenty of people who would love to save a few thousand let alone a few million this month . Where do we sign up for this and when can you come over ?

Happy to quote for my services though there are plenty of businesses, large and small that benefit from having an independent eye cast over them to identify areas of savings and business practices that can be changed, some of the ones where I would consider I've made the biggest difference though are places like schools who really out of naivety dont have the understanding or experience to buy better, or are under pressure with other more important things like educating kids. I dont think any business is perfect there are always areas where you could get a better deal.

 

[generation4business]

If we started a thread called "another cold call won" then this would flood the forum but it would also show success and a need for our service, even to our haters

 

[Montaigne]

If we started a thread called "another cold call won" then this would flood the forum but it would also show success and a need for our service, even to our haters

Well, I started work again on Thursday and am already at 20k of sales in 2 days. At a 10% commission rate 2k isn't too bad for 2 days work

 

If we started a thread called "another cold call won" then this would flood the forum but it would also show success and a need for our service, even to our haters

Why not see it the OPs post as a genuine challenge though? Treat it as a means to discuss approaches which actually work and not as an attack on the profession in general? There are a variety of fairly defensive responses to the post taking umbridge rather than using it as a constructive exercise to demonstrate how a good salesperson would approach the issue. The decision that people who dont want cold calls are 'haters' ignores the very reason why people you consider haters dislike these calls, either through the lack of their relevance or through the fact that they are busy and dont appreciate someone who wont take no for an answer. I always try to be polite when I say no, but there have been times when in the end I've just had to hang up as the caller wont get the message that I'm politely declining and will not be swayed. As those you are classing as 'haters' also sell things then clearly we dont hate sales, we hate unsolicited calls from people we dont have an interest in speaking to.

I'd also not be interested if someone not trying to sell me something phoned me up and didn't go away when I asked if it makes you feel any less unwanted

 

[generation4business]

Fair play, I have also had a good start to the year and I hope to continue the same way but I don't think I will post "another cold call victory" the money in the bank does our speaking.

 

Well, I started work again on Thursday and am already at 20k of sales in 2 days. At a 10% commission rate 2k isn't too bad for 2 days work

Indeed, especially in the current climate. What are you selling? And what do you think differs in your approach to customers that means that you get a sale where others get the phone put down on them?

I am genuinely interested, I dont think all sales people are evil but I'm curious to know why some simply wont go away when they're asked nicely.

 

[generation4business]

I think they should if asked, even if not in a polite manner. This is a sign of a bad salesperson who is depending on every call, you can tell if someone is having a bad day and tells you to do one and you can tell when someone genuinely isn't interested in what you have to say.
You have 5/10 seconds to interest someone and if after that they are not interested still then in my opinion it hasn't been approached in the right way or the product is no good. I would say the first is more true.
In some cases when I approach an MD or FD I will arrange a time for a telephone meeting and give them a benefit of doing so, not feed their head with features of what I have got but the benefits of what I am offering.

 

[telemax]

regularly approached by clients and have had all work via word of mouth for the past 4 years which is all I need.

That's fantastic!!

But if I want to start a business selling lets say automotive parts into local shops.

I could

A. Spend several hundred pounds per month on an SEO or Adwords campaign that might or might not work.

B Throw a few grand at Yellow pages and advertising and sit there **** in hand waiting for the phone to ring.

C Spend a few pounds ringing local shop owners to ask if they are interested in stocking my product.

What is the most sensible option?

 

[Montaigne]

Why not see it the OPs post as a genuine challenge though? Treat it as a means to discuss approaches which actually work and not as an attack on the profession in general?

Hi Boho,

I think the reaction you see from the regular sales rep's here is because these sorts of topics are not generally framed in that manner or have that purpose when being posted; they're just a way of having a cheap crack at the sales profession. If you search through the old threads you will see lots of these topics bashing sales people in the sales forum of UKBF; people do take the time to argue their case but there gets a point when you've just had enough

It's a fair guess that if 100 threads are posted along this subject matter 99 of them will be sales negative and they become pretty easy to spot. After awhile you can see the genuine queries and who is just stirring up trouble and you end up with threads like this.

Indeed, especially in the current climate. What are you selling? And what do you think differs in your approach to customers that means that you get a sale where others get the phone put down on them?

I'm selling electrical safety testing so portable appliance testing, fixed installation testing, electrical installation work, thermal imaging and then a whole host of other services related to facilities management.

I'm successful in my industry because I understand the industry very well. I'm selling services that businesses don't want to have to spend money on but have to have (or not but that's a long other conversation). Therefore provided the contract is done correctly then what most people care about is price and I field some of the most competitive prices in the UK.

Therefore through a combination of excellent customer care and generally unbeatable national prices I tend to pull in a lot of work.

I am genuinely interested, I dont think all sales people are evil but I'm curious to know why some simply wont go away when they're asked nicely.

Because, like in any profession, there are rubbish staff and good staff. Unfortunately it is a lot easier to be rubbish than it is to be good hence why sales has such a bad reputation (and SEO for that matter).

 

I think they should if asked, even if not in a polite manner. This is a sign of a bad salesperson who is depending on every call, you can tell if someone is having a bad day and tells you to do one and you can tell when someone genuinely isn't interested in what you have to say.
You have 5/10 seconds to interest someone and if after that they are not interested still then in my opinion it hasn't been approached in the right way or the product is no good. I would say the first is more true.
In some cases when I approach an MD or FD I will arrange a time for a telephone meeting and give them a benefit of doing so, not feed their head with features of what I have got but the benefits of what I am offering.

That would I'm sure p me off less I'm sure and a polite email or call asking if it would be possible to arrange a time to discuss as specific product/service allows a more reasonable conversation. There will always be things that people dont want or need so it doesn't mean its a bad product, just the wrong product for the potential client in the first place, or at least at that time.

Its I guess also having an appreciation that even if it is potentially useful or a good deal for someone that they just might not ever be willing to pay for such a thing. A prime example could be SEO, PR, Advertising etc, all good and relevant and useful to me in their own way and ones I get constantly bombarded with, but things I would only ever seek out and commission myself, why? because I can and have done them for myself or others over the years and even if I might need then, or can see the benefit it doesn't mean I'm interested in someone else offering them to me, but equally the callers never go away even though I ask them to respect my decision. I would be more likely to approach a company who once called but were happy to go away when asked than one who thought badgering me was a route to success.

Its like call centre staff, nothing worse than someone who can and will only follow the script and gets me irritated very quickly, whereas the ones who ignore the script and listen to the customer are worth their weight in gold.

 

[Montaigne]

And what do you think differs in your approach to customers that means that you get a sale where others get the phone put down on them?

It's also down to work ethic and how you approach customers. I think honesty is also very important.

For example I don't sell anything unless I believe in the product. I'm not interested in ripping people off, I'm not interested in lying to a customer to get a quick sale and I'm quite happy to offer free advice about what I'm selling even if I talk myself out of a sale.

That may seem an odd approach but I find that people can easily spot when you're trying to play them and being honest is genuinely appreciated. If you want to be cynical about it you can say that it is also good business sense because it leaves a good impression.

Being generally a pleasant person also stands you in good stead. For example I work from an Excel database. Occasionally I end up ringing a private house because the data is inaccurate and I get a person answering the phone who is sick to death of getting calls for a random company that is nothing to do with them.

Rather than just apologise and hang up I ask the person if they are a private house, do they get these calls a lot (and perservere even if a person is being short tempered with me) and then I ask them to get a pen and paper and I give them the name and telephone number of the firm who sold me the data, explain how buying data works and that they should ring this firm and ask for their data entry to be amended.

Doing this doesn't gain me customers and wastes my time when I could be ringing other businesses but I still think it is worthwhile if it leads to a harrassed private householder getting a bit of a relief from unnecessary sales calls. I do it because it is the right thing to do, not because it will gain me some advantage.

 

C Spend a few pounds ringing local shop owners to ask if they are interested in stocking my product.quote]

Of course no denying that, but, if it was the business owner ringing relevant local shops about a product he knows they are likely to want/need thats a sensible tactic.

If is just someone with a list, no product knowledge, just the patter they've learned without the substance behind it, then it could be the biggest disaster going.

If people ever cold called me with products that they had genuinely thought about (or where even interested enough to ask me) how I could use them and why they would have an impact based on my real live businesses then I would not tell them to sod off, unfortunately thats a rarety, they usually phone me up, tell me garbage such as that I'm not on Google for my keywords (for example) and yet they dont have the first idea that 1) yes I am for things that matter to me, 2) what the keywords that drive those relevant regular supply of customers actually are, they just assume that they can make a sweeping statement and I'll say 'oh no, please have all my hard earned money now and teach me the error of my ways' lol

 

[generation4business]

I think every good salesperson on here would agree with you about robots and scripts.
I remember when everyone said "i don't need a website" in the early days of mainstream internet but those salespeople who did that sale properly and realised that they had to educate and not patronise the customer are probably the MD's of the decent companies on this forum today.

You can educate a customer for free and they will see their purchase from you as part of that education in order to reach the end goal.

On the other hand if the client is in full knowledge of your product then you have to accept that and then move on to demonstrating the benefit of having "your product"

You can convince an Eskimo to have an igloo from you if you can give them a benefit to do so, A random example, they won't buy one from you as it is free for them to build it but if you offer to build a village of them for a cost, then this in their eyes is no longer the purchase of an igloo but a payment for an efficient and productive service but to us we have sold a village of igloos. Very random but I hope I make the point legibly.
It's our job to convince this but granted a no is a no and if it has to be said twice then the no will then be a never.

 

I'm successful in my industry because I understand the industry very well. I'm selling services that businesses don't want to have to spend money on but have to have (or not but that's a long other conversation). Therefore provided the contract is done correctly then what most people care about is price and I field some of the most competitive prices in the UK.

Therefore through a combination of excellent customer care and generally unbeatable national prices I tend to pull in a lot of work.
quote]

And thats the nail on the head right there, because you genuinely have the knowledge and understanding. PAT testing is one of those areas I've saved schools a fortune on previously just by consolidating all of the needs of schools in a specific area with companies on competitively priced frameworks, or in some case local suppliers where this is the better value, As you say its about knowing what they need and why. Unfortunately I think the flipside is that many of us experience sales people that dont care about what the product of the day is, they're just on commission to sell it and for a customer to warm to you I think you have to actually care and believe in the product.

I deal with a huge number of intricate services, from schools to social care, to small businesses needing some pointers as to where their funds are being drained by buying in way that costs them a fortune in transaction costs, lost funds from early repayment agreements, poorly negotiated contracts etc and fundamentally you have to get to the very heart of the customer to know what is the right course for them. Someone just phoning me up out of the blue with a cockamamey idea of something they think I want is just never going to achieve that.

 

[Montaigne]

If people ever cold called me with products that they had genuinely thought about (or where even interested enough to ask me) how I could use them and why they would have an impact based on my real live businesses then I would not tell them to sod off,

What's your number?

On the other hand it's also useful to sell services that every company will need at some point. Again take PAT testing as an example. If I ring and I ascertain that you outsource the work rather than do it in house then the logical conclusion is that this contract will be up for renewal at some point. All I need to do is find out when then agree to call you back the month before renewal to provide a comparison price.

In other words what would have been a dead end call wise has now become a warm lead sometime in the future. I have leads like this on my diary all the way through to 2017.

You can further help yourself in the future by gleaning a bit more information about the contract. I quote a standard rate over the phone to see how we compare price wise to the incumbent and then I am armed with the incumbent's prices, ideally, when I ring back or at least some idea that I am more competitive.

When that warm lead is a call back next year or in two years time then it's the simplest call in the world. In 10 seconds I can explain to the site contact the reason I am calling, when I called last and that our current rate is more competitive than their rate from last year so could I send a comparison quote? I've got 250 such leads on my diary for this week alone.

 

[captaincloser]

I am genuinely interested, I dont think all sales people are evil

I find this the most distressing part of this thread. I have a wardrobe full of black silk capes all lined with different shades of red, I have ketchup on everything I eat, other people have dental implants and I have fangs in place. I learn to fly like a bat and live in a loft with owls as neighbours, and have the most terrifying bedside manner...

Then people come on here and say 'I don't think all sales people are evil'.

That puts me in a right flap I can tell you...the trade just ain't like it used to be, that's all I can say.

 

[Dan@Printwell]

Its like call centre staff, nothing worse than someone who can and will only follow the script and gets me irritated very quickly, whereas the ones who ignore the script and listen to the customer are worth their weight in gold.

The trouble is that there are courses and organisations training people to operate in that very manner, advising people to follow a script and be overly aggressive and pushy. All you end up with is robots with no charm or charisma, but that’s the way some company’s like their sales staff to operate.

 

[Montaigne]

It's because it's all about numbers. Read from a script, be pushy and don't deviate and you will make 1 sale per 100 calls for example. From that you can extrapolate profit and then employ x amount of drones.

 

[Montaigne]

PAT testing is one of those areas I've saved schools a fortune on previously just by consolidating all of the needs of schools in a specific area with companies on competitively priced frameworks, or in some case local suppliers where this is the better value, As you say its about knowing what they need and why. Unfortunately I think the flipside is that many of us experience sales people that dont care about what the product of the day is, they're just on commission to sell it and for a customer to warm to you I think you have to actually care and believe in the product.

The other thing is that some people in schools responsible for PAT testing are not spending their own money so they just don't care. I've been in positions where I could save schools a couple of grand on a £5k bill but they stay with the previous firm because it involves less work than writing out a new purchase order. I've had people complain about the expense and terrible standard of their present firm but still use them again because it's "better the devil you know".

But yes, PAT testing especially is full of cowboys both on a national and regional level. It drives me nuts that people still believe it's a legal requirment to get it done every 12 months because that's what their PAT's firm tells them when in fact PAT testing is not specifically mentioned in any form of legislation anywhere.

 

I find this the most distressing part of this thread. I have a wardrobe full of black silk capes all lined with different shades of red, I have ketchup on everything I eat, other people have dental implants and I have fangs in place. I learn to fly like a bat and live in a loft with owls as neighbours, and have the most terrifying bedside manner...

Then people come on here and say 'I don't think all sales people are evil'.

That puts me in a right flap I can tell you...the trade just ain't like it used to be, that's all I can say.

Lmao!!!!!!!!!! I know where to come when I want to take over the world then do you have some minions I can send to do my bidding for me?

 

[generation4business]

One thing that can separate one call from the next selling something that a million others are and that the client has been pitched on 10 times that day already is you, make an impression with yourself, if you can't sell yourself then how can you sell anything else ?

 

[Dan@Printwell]

It's because it's all about numbers. Read from a script, be pushy and don't deviate and you will make 1 sale per 100 calls for example. From that you can extrapolate profit and then employ x amount of drones.

Yeah thats it, that is almost exactly the instruction they give. And I can see exactly why this tactic upsets poeple.

 

[Montaigne]

It upsets me both because it is inconsiderate and rude and because it is a rubbish sales technique. I had a sales rep' reading from a script trying to sell me a mobile phone when I was looking to buy a new phone. I explained to the rep' that I was interested in buying a phone but could he skip his script and tell me models and prices. He said sure then went back to his script. I asked the same question again, got agreement then he went back to where he left off in his script, completely unrelated to what I was asking. In the end I just hung up.

This annoys me because I'm tarnished by people like this and I'm nothing like that but people have such a bad experience then label all other sales rep's like it.

 

The other thing is that some people in schools responsible for PAT testing are not spending their own money so they just don't care. I've been in positions where I could save schools a couple of grand on a £5k bill but they stay with the previous firm because it involves less work than writing out a new purchase order. I've had people complain about the expense and terrible standard of their present firm but still use them again because it's "better the devil you know".[/QUOTE

Yup that too, but the person you need to reach are the governors or the head or at worst the business manager because these days schools have no money many are in deficit and will bite your hand off for every penny but the people who often advise are the local authority so you need to get on a govt framework or local framework to get there. I've seen all the atrocious buying don't worry, I've set up schools procurement services earning money from helping them buy better and they always recoup way more than the subscription fee for the service.

Oh..and i'd never tell you the real price, I'd tell you the price I want you to beat

 

[Jerod]

Although a little negative I must admit I found this thread very educational. I am a salesperson and the first lesson I have ever learned in sales is to listen. There is a lot to listen (read) to here. My reflection on all the above is the following, I have spent a lot of my career in front line positions in the hotel industry and this has taught me some other lessons when it comes t cold calling and sales in general. 1) KNOW YOUR CUSTOMER - research, 2) EMPATHIZE - put yourself in the customers' shoes and ultimately 3) ASK FOR FEEDBACK.

Although this sounds very scripty if all these steps are followed the results are definitely not;

1) as some of you previously mentioned a genuine interest in the product you are selling and whether the customer will really need it should be the ground work. and one should not exclude qualifying. This should lead to a genuinely interesting conversation.

2) If I try and think like my customer the likeliness is that the customer will understand me and this does not only apply to complaints.

3) No harm in asking! Prior to a sales call via email, when it a call start's if its ok to speak to customer.

I was in situations where i had colleagues much fiercer and aggressive the i am but at the my sales results where higher and my customers happier.
Sometimes less successful cold calls make space for more fruitful ones. There is nothing more satisfying then a genuine conversation with a prospect.

 

[Montaigne]

My problem from a framework type of situation is that I am a sales broker i.e. I don't do the testing myself but source the work for a network of firms throughout the UK. I don't have any real issue as a broker selling direct but it does make it quite awkward when trying to join procurement sites as they don't want the broker signing on, they want the company doing the work signing up.

Oh..and i'd never tell you the real price, I'd tell you the price I want you to beat

My standard rate would still be cheaper I could exploit the situation I suppose but if I quote 65p a test in 2011 I'll quote 65p in 2012 when I call back even though the person I spoke to won't have remembered our original conversation. It's all about price so I will always go for the most competitive rate regardless although the PAT's firms I work with don't always see it this way.

 

[Montaigne]

Jerod feedback is a really useful tool. I sometimes request feedback during a sales call For example if somebody is trying to knock me down in price it's sometimes a lot easier to ask:

"how much do I need to get down to for you to give me the order today?"

Another thing I like doing is using references for jobs that have not yet been done. What I mean by this is that I only work with firms who I am certain do I good job every time. I've got a couple of firms that generate formal references for every job they do so if a prospective client is trying to make up their mind as to whether to use me or not for PAT testing I'll offer references for past jobs and if they still are hesitating I will give them the name, company name and telephone number for a contract a particular firm has not yet done, tell the chap I'm talking to when the work will be done and suggest he contacts them for a reference after the work has been completed.

It's such a good tool for selling because for normal references companies will cherry pick their best ones from a year or two ago and people know this. By giving a reference for a job that has not yet been done you can't cherry pick it therefore it's that much more effective and impressive. In reality it's no risk at all when using a firm that never does a bad job.

 

[captaincloser]

Lmao!!!!!!!!!! I know where to come when I want to take over the world then do you have some minions I can send to do my bidding for me?

Had to look Lmao up..its just not used in vampire society-we flap our wings off (FOWO).

I have minions..they are expendable...how many do you want? I sell them by the kilo. You can have them scripted (canned) or unscripted (very dangerous). They can do bidding...

Careful...you may be buying into me and my minions and I haven't picked the phone up yet