Your sales pitch backfired

I asked 2 simple questions, and the response was an excruciatingly long sales pitch monologue.

I had already decided to do business with this company (and probably still will), but the “Customer Service Representative” very nearly talked me out of it.

I endured 28 minutes and 59 seconds during which I believe I spoke not more than 30 words . . . because this fella was talking a blue streak. I’m thinking that he might be compensated by the numbers he speaks per minute,

I’m pretty sure he is deaf because at no point during the verbal barrage did he hear anything I said . . . There wasn’t air, space, or time for my input into the “conversation.”

What I got from the conversation was that this company is the biggest and best company in the world (in that industry), and that if I don’t commit to a $1,000/mth level, I will not be please by the results . . . I’ll not reach my goals.

Then there was that “hook” of: “If you close one client from this program, the revenue that client will generate will more than pay for the annual cost of their service.”

Finally, he ran out air (or reached the end of his script) and went for the jugular (The Close) . . .

“So Barry! What questions remain that need to be answered for you to be comfortable with starting our service at the $1,000/mth level TODAY?”

My response: “I won’t be committing to any level of service on this phone call, but I do have 2 questions (The same 2 questions I initially made the call to ask).

  1. After I have received a lead and converted that lead to Client, is there any additional cost for me to your company? The answer was: “No!”
  2. I know there’s no contract, but can I pause the service without penalty during times when I do not need it? The answer was: “Yes!”

It took less than a minute for me to get the answers I needed in order to confirm my decision to use this service . . . Unfortunately, that 59 seconds was preceded by 28 minutes WASTED!

WHEW!

I beg of you!

If you are a sales person, quit being a hammer in search of a nail and consider this 2 step strategy to convert more leads into clients.

Step 1: Ask questions!

Step 2 LISTEN

It doesn’t have to be more complicated than that because the only thing we prospects want is to be heard and to feel like you care about us.

Otherwise, we become overwhelmed by the stench of your “commission breath.”

 

Published by Barry Owen

Strategist-CEO of Pareto Realty Real estate sales Professional Inviter-Facilitator-Practicer of Open Space Technology Opening safe space for people & organizations to self-organize around issues & opportunities BarryOwen.US Invite-Listen-Love

Leave a comment

Your email address will not be published. Required fields are marked *