The call I received a few days ago reminded me of an old joke:
The sales rep reached his targeted decision maker by phone. Even before he could finish introducing his name and company, the gruff executive said,
"Are you a salesperson?"
The caller responded, "Well, according to my manager, not a very good one."
The rep on my call used a technique I'm hearing every so often on prospecting calls, and I think it's ridiculous.
He stated his name and company, then said, "I'm not trying to sell you anything."
Immediately that branded him as a liar in my mind
Sure, maybe he wasn't going to sell me anything that day (or any day, for that matter)
But of course, his ultimate intent IS to sell. Therefore, I look at that technique as a lie. And a waste of time that could be invested in moving the sales process forward, while not alienating a prospect who sees through the deception.
For users of this technique, save your emails, I don't want to see them. I've heard all the arguments for using this...
...it puts the other person at ease, it lets them know you're not going to give them a pitch, and it positions you as more of an information-gatherer instead of a one-call close salesperson.
Whatever.
It's a waste of words. And it unnecessarily limits you on calls.
We have just a few seconds to say something of potential value in the first 10 seconds of a prospecting call. Get right to the point, state the possible value you might be able to deliver, and then let them know you'd like to ask a few questions to determine if you have the basis for further conversation.
If you begin calls saying you're not going to sell anything, that will usually be your end result.
Avoid This Lie In Your Opening