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  #11  
Old May 19, 2003, 01:50 AM
Tom
 
Posts: n/a
Default Re: This is a good example of the manipulation and time wasting I was talking about

> Setting an appointment to go to see them to
> find out if they want your product is a
> waste of time.

> A better use of your time is setting
> appointments with people who already want
> what you offer.

> Remember

> If you can be prepared for those answers it
> means you are beginning to use manipulation.

> As a business owners I can tell you, the
> most annoyng thing about a telephone
> salesman is the manipulation they use. Take
> my answer for what it is and move on, is
> what I would like them to do. It shows they
> respect my answer.

> 99.999999% of them, though, will then ask
> another question... what if you could save
> $x... and so on.

> Manipulative questions.

> I would highly recommend role

> Good call. But not roll playing in how to be
> manipulative.

> Have them say these pat

> See. Manipulation to try to get past the
> objections.

> Lets look at what you want to do... you want
> to set an appointment with someone to see if
> they want what you have. If they don't want
> it you have wasted your time and theirs.
> And, blown all possible sales because you
> wasted their time.

> That's why it is important to find out if
> they want what you want BEFORE setting the
> appointment.

> Always

> Overcoming their objection to setting an
> appointment is not being polite.

> Laid back? Neutral is better.

> I

> Nope. It tells them you are a salesman.

> As I said in my original post, I can spot
> them within three seconds. What you said is
> a dead give away, and would get the response
> from me of, "What are you
> selling?"

> Here is how I would do it on

> My response: What are you selling?

> Look. My time is important to me. I don't
> need to waste it more with silly questions
> about having time to speak. If I had no time
> to speak I would not have answered the
> phone, or would have told you right away to
> "hold the line."

> Saying "Do you have a minute or
> two" wastes time.

> Wait

> So if he says No or Yes, the result is the
> same... what follows below. (So asking it
> was a waste of time.)

> then

> More manipulation in the making. If I say
> "not interested" your next
> question will be, "So, you're not
> interested in increasing sales?"

> and would be in your area about

> Why address them. If they are interested
> (they want what you are offering) they will
> tell you.

> They tell you they are not interested
> because... ready... they do not want what
> you are selling!

> So why waste time trying to talk someone who
> does not want your product, into wanting
> your product.

> A better use of your time is to only spend
> time with people who want what you are
> selling.

> Why go by and see them? They have already
> said they do not want what you have. Now you
> want to waste more time and drop by anyway.

> This "trickery" is what gives
> salesmen a bad name. The manipulation is
> what causes such burn out - people do not
> feel good about it and it eats them.

> Sell to people how you would like to be sold
> to. (I am yet to meet anyone who likes to
> have their time wasted and to be
> manipulated)

> If you use the "This is Name with
> Business Name. We offer... features (not
> benefits). Is that something you want"
> technique, and then thank them for their
> time when they say "no" and hang
> up, they will more readily welcome your call
> next time because you don't try to
> manipulate them.

> It also means you can call back in a month
> with a couple of different features.

> Thus making maximu use of your time -
> instead of blowing it all on people who
> don't want what you are selling.

> Michael Ross

Michael,
Boy did you let me have it.Well you certainly have your right to disagree and I respect that but I have to say if telling someone who you are, the company you are with and what your product or service can do for them is manipulative and also being polite to ask them if they have a minute or if this is a bad time is manipultive then I have to disagree. I have used that line for 25 years and never had anyone be hateful to me about that . I have stated on the front end who I am, the company I am with and would like to set an appointment with them. I have stated what my product's unique features are and if they wish to talk more they will let me know.They will know what the appointment is about.
If they do not want an appointment, thank them for their time and move on. I have stated to them whatI have and if they are interested they will give me an appointment at a time convenient for them.I have been up front with them and they know who I am,with, and why I called.Also I thought I was a salesman that is certainly nothing to be ashamed of. I have been one for 25 years and I can say without any fear of contradiction no one as ever said I manipulated them by providing my service or product, in fact they thanked me for it.
Tom


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