So, why were you calling me?

Posted on July 18, 2006 by Dave J.

Just got a call:

Him: “I just spoke to Tom (one of our sales reps). He said I should talk to you to see if you are exhibiting at XXX show.”

Me: “Uh, no. Are you a sales rep for the show?”

Him: “Oh, yes…so are you planning on attending.”

Me: “Didn’t Tom exhibit at that show himself last year?”

Him: “I don’t know. I just go down the list of names…so do you think you’ll be attending?”

Me: “No, wasn’t planning on it.”

Him: “Okay, thanks.”

Well, that was a waste of my time. But I pitty the show manager who wonders why his show isn’t selling out this year.

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  • Dave J.
    Thanks Jeff. Poor sales is way to common. One core problem is that the salesperson is thinking about themselves and their job, and not the prospect. This one statement you said is an example of what needs to be learned thru understanding:< />< />"-Realize the person you are speaking to really does not want to be talking to you initially."
  • Jeff
    Out of the last ten sales calls you have received, did any of them entice you to inquire more about their product or service? If so, what were some of the key elements that worked? Some of mine are:< />< />-Do the research, know your customer, and their products and services. Know as much as you can about the person you are calling.< />< />-Understand your potential customers potential problems and be ready to listen and offer solutions.< />< />-Have some unique marketing material that you may have already sent them. It could be PR material as well, such as emailing them a recent press release about your company.< />< />-If thing bring up a competitor, generally say kind things about them.< />< />-Realize the person you are speaking to really does not want to be talking to you initially. Don't try to be too anxious to sell your product, the goal is just to get your foot in the door.< />< />Obviously, there are many more, but the point is poor sales calls happen way to often, and we all recieve them. Companies that permit this type of poor communications need to realize it is not only a waist of everyones time, but it can hurt a companys brand as well.< />< />Jeff< />< />www.robinjonesmarketing.com
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