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Interesting technique from a Salesman this morning

by ronrule
11 replies
Got an interesting call this morning... it was a sales guy, and the first thing he did was identify himself as a salesman. I forget the exact wording he used, but it was something along the lines of this.

"Hi Ron, my name is X with X and I wanted let you know I'm a salesman but before you hang up like most people do, honestly I get paid whether you buy anything or not as long as I'm able to finish my pitch. Would you be willing to let me do that?"

I said sure and let him run his pitch. Still didn't buy anything, but I wonder how effective his method is. Getting the prospect to let you finish the pitch is one of the hardest parts, he seems to have found a clever way to overcome it.
#interesting #morning #salesman #technique
  • Profile picture of the author PBMax
    I was in retail sales/management for about a decade and I used to tell everyone...

    "Look, I get paid either way, so I'm not trying to get you to buy X because I get some commission. A bonus of my job is that I get to be completely honest with you. I don't want you leaving here unhappy or unsatisfied..."

    Worked most of the time. I was getting people to buy $800 - $1000 Cartier sunglasses which they obviously didn't need.
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  • Profile picture of the author powerofschool
    That is truth . Most of the people never allow to speak even 1 word. He is doing just in the clever way I can say.
    Thanks for sharing with us Ron.
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  • Profile picture of the author Claude Whitacre
    Originally Posted by ronrule View Post

    Got an interesting call this morning... it was a sales guy, and the first thing he did was identify himself as a salesman. I forget the exact wording he used, but it was something along the lines of this.

    "Hi Ron, my name is X with X and I wanted let you know I'm a salesman but before you hang up like most people do, honestly I get paid whether you buy anything or not as long as I'm able to finish my pitch. Would you be willing to let me do that?"

    I said sure and let me him run his pitch. Still didn't buy anything, but I wonder how effective his method is. Getting the prospect to let you finish the pitch is one of the hardest parts, he seems to have found a clever way to overcome it.
    I like it.

    We used to tell prospects (selling vacuum cleaners) "I get paid for showing this to you...whether you buy or not. May I?"

    It was far more difficult to say "No" after that. Of course, it wasn't true at all.....and I stopped using it, because it was un-needed. But for phone salespeople..calling consumers? I think it's a great thing to break the ice.

    The pre-pitch was structured perfectly.

    The guy says he's a salesman, which is disarming, before he lies about getting paid either way. You feel like you are above those evil people that just hang up on him.....

    Really quite a smart approach, if it's an offer that he would pitch to anyone.
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  • Profile picture of the author laurencewins
    It's smart because it gets the biggest objections out of the way first. Then some people will listen to him. Some still won't but they wouldn't have done so anyway.
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  • Profile picture of the author Luis Michael Orts
    A small tweak for your industry, and this becomes gold it seems like.

    I can dig it!
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  • Profile picture of the author Skystar
    Right after '" . . . salesman " I say 'No thank you' and hang up. They can't do me any good - I know what I need and buy it, so why waste his time and mine?
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    • Profile picture of the author MaxwellB
      Originally Posted by Skystar View Post

      Right after '" . . . salesman " I say 'No thank you' and hang up. They can't do me any good - I know what I need and buy it, so why waste his time and mine?
      One of the most important thing you can understand for your own personal and the success of your business is that you don't know what you don't know.

      Having your know it all attitude ultimately limits the amount you learn. You may know what you need in your own world but I guarantee there are things you don't know about that could benefit your business or life and you don't know about them until you learn about them from a salesman.

      You say "I know what I need"...what about the things you need that you don't know about?
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    • Profile picture of the author Claude Whitacre
      Originally Posted by Skystar View Post

      Right after '" . . . salesman " I say 'No thank you' and hang up. They can't do me any good - I know what I need and buy it, so why waste his time and mine?
      Have you ever found out about something new, and then bought it?

      Did you know you needed it, before you knew about it?
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  • Profile picture of the author dave147
    Some business owners won't listen to the pitch because they are afraid they'll be "sold" something!, even if that something would have increased their revenues by a million dollars,
    they WON'T BE SOLD.
    A smart business person will listen twice as much as he/she speaks
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    • Profile picture of the author Claude Whitacre
      Originally Posted by dave147 View Post

      Some business owners won't listen to the pitch because they are afraid they'll be "sold" something!, even if that something would have increased their revenues by a million dollars,
      they WON'T BE SOLD.
      A smart business person will listen twice as much as he/she speaks
      Yes, and that was my point. On the other hand, you still have to get past a prospect's many layers of defenses. I know I have several, that are almost impossible to get through.

      And, here is a short list of ways to call me and pretty much guarantee that I'll listen for at least a minute;

      Send me a gift before you call (No. I'm not asking for gifts. But it's hard to hang up on someone who just sent you a fruit basket)

      Mention that you have information about one of my competitors.

      Tell me that you'll give me a way to increase my store traffic, right now, if I'll give you 5 minutes.

      Ask for my help.

      Tell me you bought and read one of my books, (OK, maybe one minute for that. But at least I'll be polite)

      Tell me you're on one of my websites, and you found a way to improve it, that you will tell me about right now.

      Tell me you found a mistake in one of my websites.

      If you are selling advertising, ask my opinion about your specific media. This would also work for just about any product.

      Tell me that if I give you 5 minutes right now...you swear to never call me again.

      Tell me that you know something that I don't, and that it's something that I will really want to know.

      Tell me you have a list of ten things others in my industry are doing, that brings in customers. You could deliver that list by hand.
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  • Profile picture of the author XponentSYS
    That's actually a great opener. It disarms the prospect's defences. It's a way to avoid getting a hang up and getting them to communicate with you.
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