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Are you a liar?

by KingOfContentMarketing
13 replies
Are you throwing out any of these fibs to clients and prospects?

6 Dumb Lies Bad Salespeople Tell | Inc.com
#liar
  • Profile picture of the author Aaron Doud
    Originally Posted by KingOfContentMarketing View Post

    Are you throwing out any of these fibs to clients and prospects?

    6 Dumb Lies Bad Salespeople Tell | Inc.com
    1. "I hope you are well."
    This lie usually appears as the first line of the sales email. Look, if you don't know me personally, it's absurd to claim that you care two cents whether I'm skipping in the breeze or at death's door.
    Personally I do hope that anyone I am talking to is doing well. And like a smart salesman I am willing to listen if it isn't since people will buy from those they share with. So if you are not well please tell me. Hell I will even send you a card even if you never buy from me (done this twice when someone I was working with got cancer).

    Yeah sales people are actually nice people. Too bad this guy would rather think the worst of us.
    2. "This is not a sales pitch."
    This is like a politician at a podium starting a speech with: "I'm not going to give a speech." Of course it's a sales pitch, and it's absurd to insist otherwise. What's more it's an insult to my intelligence. Pitch if you must, but don't pretend you're not pitching.
    If I were to ever tell you it was not a sales pitch you can be assured it isn't. Otherwise i will honestly tell you that it is.
    3. "I will not try to sell you anything."
    Yeah, right. However, let's take this statement at face value. If you're not selling to me, why are you wasting my time? Why would anybody in a business context want to speak with a salesperson who isn't selling something?
    Never would say this. Just silly. If you don't want me to sell you anything why are we talking?
    4. "I am certain you will be [excited|pleased|interested]..."
    Really? You're certain that I will have a pre-defined emotional reaction to whatever you're selling?!? Okay, whatever. One question: since you have the power to read people's minds, why are you working in a sales job?
    If I truly believe my product/service is a perfect hit why wouldn't I say so?

    As for why someone who could read minds would be working in sales I would point out that of the legal professions none would pay a mind reader better. I mean can you think of any profession where the ability to read people and their thoughts is more important and directly related to pay?

    I would also point out that most "psychics" are really just good at reading people. And that me and many of my fellow sales professionals are as well. So I guess maybe we are mind readers but I prefer to think of us as trained people readers.
    5. "There is no obligation to buy."
    While there may be no legal obligation for me to buy, you and I both know that you're going to set up the situation so that it's very hard for me not to buy. And the fact that you're providing something for free obligates me socially to buy, right?
    If you feel getting something for free obligates you to buy that is on your own personal beliefs. Myself on the other hand I see no problem what so ever excepting a gift. Also normally said sales gift is merely paying for my time to listen to the sales pitch. Since my time is valuable these gifts seldom pay me what I am worth.

    With that said let's be honest if you don't want to hear my pitch and only wanted the free gift why don't give it to you right now and be on my way. As I said my time is worth far more than this gift is.
    6. "I was just checking through my contacts..."
    What you really mean, of course, is that my email address has crept onto a list of prospects and you're calling me out of a clear blue sky. However, you want to make it seem like we're colleagues, hence the BS.
    If I tell you I was checking through my contacts that means two things. First you are on my contacts. I mean why would I use a line like that in a cold contact situation. Second it means that for whatever reason I felt I needed to contact you. That may be because I left a note for myself to contact you now based on a previous conversation. Or it could be because it has been a while since we last spoke and I wanted to see where you were in regards to what I sell and your needs.

    My time is valuable and I only contact people who I feel would benefit from talking to me. If you believe I am mistaken please tell me why and I will make note of that in my contacts for future reference.
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    Aaron Doud - Sales & Success
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  • Profile picture of the author PaulintheSticks
    I agree with you 100% Aaron. None of those have to be lies but I'm sure they are possibly most of the time.

    I did 2 free consultations with 2 car dealers last week and told them up front that it wasn't going to be a sales pitch and it wasn't. I spent 1 to 2 hours giving them free advice on how they could grow their dealership. The other thing I did was let them know the reason I do the free consultation is because once I prove that I can help them grow their business, they might want to work with me in the future.
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    • Profile picture of the author Claude Whitacre
      1. "I hope you are well."
      How in the world is that a lie? What kind of person are you that this would be a lie?


      2. "This is not a sales pitch."
      I would never say this. Sometimes it's not a pitch. But I also wouldn't say "Lady, I will not attempt to sleep with you". It's simply a stupid thing to say.


      3. "I will not try to sell you anything."
      Then why are we talking? And telling this to a person is also stupid. It's like saying. "I want to talk to you. I will not slap you in the face"


      4. "I am certain you will be [excited|pleased|interested]..."

      Again, these aren't lies, they are just stupid things to say. Don't tell them that you will be excited...tell them something exciting.


      5. "There is no obligation to buy."

      I've said that, if they may be wondering if there is an obligation. And there is never really an obligation to buy. The writer isn't a salesman, I guarantee it.


      6. "I was just checking through my contacts..."

      So...that's why this call is important? Say it like this "You aren't important enough to call with a purpose...but I was going through my contact list anyway..."


      Silly List. And proof it's easy to get published.
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      One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

      “Do not seek to follow in the footsteps of the wise; seek what they sought.” - Matsuo Basho
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      • Profile picture of the author Giftys
        Originally Posted by Claude Whitacre View Post

        1. "I hope you are well."
        How in the world is that a lie? What kind of person are you that this would be a lie?


        2. "This is not a sales pitch."
        I would never say this. Sometimes it's not a pitch. But I also wouldn't say "Lady, I will not attempt to sleep with you". It's simply a stupid thing to say.


        3. "I will not try to sell you anything."
        Then why are we talking? And telling this to a person is also stupid. It's like saying. "I want to talk to you. I will not slap you in the face"


        4. "I am certain you will be [excited|pleased|interested]..."

        Again, these aren't lies, they are just stupid things to say. Don't tell them that you will be excited...tell them something exciting.


        5. "There is no obligation to buy."

        I've said that, if they may be wondering if there is an obligation. And there is never really an obligation to buy. The writer isn't a salesman, I guarantee it.


        6. "I was just checking through my contacts..."

        So...that's why this call is important? Say it like this "You aren't important enough to call with a purpose...but I was going through my contact list anyway..."


        Silly List. And proof it's easy to get published.
        I agree, and proof that a provocative title will often work regardless of quality of content. You see this type of sensationalism all the time on the news. 50% of the "Breaking News" is not breaking news at all. Usually it's "continuing" news.

        But while we're on the subject, I will say that when I get a sales call and he says, "How are you?" and I say "Good, and you?" and he says, "Fine, thanks for asking"... I feel like reaching through the phone and punching him in the face.
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        WWJD

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        • Profile picture of the author Claude Whitacre
          Originally Posted by Giftys View Post

          But while we're on the subject, I will say that when I get a sales call and he says, "How are you?" and I say "Good, and you?" and he says, "Fine, thanks for asking"... I feel like reaching through the phone and punching him in the face.
          I have a strong prejudice. I refuse to engage in "Hi, how are you?" exchanges. They are a reflex. And somehow they grate on me.

          When I get a call and someone says "How are you today?"...I reply "Hello, what can I do for you today?"

          I get phone calls that start "How's the weather in Ohio?", and my warm cordial reply is "What can I do for you?".

          Claude "All warm and fuzzy" Whitacr
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          One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

          “Do not seek to follow in the footsteps of the wise; seek what they sought.” - Matsuo Basho
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      • Profile picture of the author PaulintheSticks
        Originally Posted by Claude Whitacre View Post

        2. "This is not a sales pitch."
        I would never say this. Sometimes it's not a pitch. But I also wouldn't say "Lady, I will not attempt to sleep with you". It's simply a stupid thing to say.
        I just heard Frank Kern on a webinar recommend using this and he uses it as well. As always, different strokes.

        On cold calls, my (sort of) sales trainer does the opposite and will often say "hi Joe this is a sales call, I'm sure you're thrilled". And apparently it works for him. But lots of people think that's the worst thing you can say.
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        • Profile picture of the author Claude Whitacre
          Originally Posted by PaulintheSticks View Post

          I just heard Frank Kern on a webinar recommend using this and he uses it as well. As always, different strokes.

          On cold calls, my (sort of) sales trainer does the opposite and will often say "hi Joe this is a sales call, I'm sure you're thrilled". And apparently it works for him. But lots of people think that's the worst thing you can say.
          It's almost my style. If someone said that to me, I'd start laughing, and probably listen.

          But I can see people being turned off too.

          Originally Posted by misterme View Post

          There's nothing wrong with greeting people with a social convention. It exists for a reason. Some people actually get put off if you don't.

          What's stupid is saying any line that comes off as salesy.
          Of course, you're right. It's a personal tick I have. And sometimes, when people say "How are you?" I just say "Hello"....and yes, some actually say "Fine" or "good" after that, as though I said "Fine, and you?"

          Again, it's not recommended, but it's just my small little rebellion.
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          One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

          “Do not seek to follow in the footsteps of the wise; seek what they sought.” - Matsuo Basho
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  • Profile picture of the author Aaron Doud
    GEOFFREY JAMES writes "Sales Source on Inc.com," the world's most-read sales-oriented blog
    Wonder if this is a lie too. I have seen his blog posts but honestly I have no clue who he is and why he is a sales expert. How can his be the world's most read sales blog?
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    Aaron Doud - Sales & Success
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  • Profile picture of the author misterme
    There's nothing wrong with greeting people with a social convention. It exists for a reason. Some people actually get put off if you don't.

    What's stupid is saying any line that comes off as salesy.
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    • Profile picture of the author PaulintheSticks
      To me it seems authenticity is the ticket. Phony people have a hard time building rapport and trust with me.

      Have you ever met someone and they answer "good" when you didn't ask them how they're doing?

      I can see through most people pretty easily and can tell if they're authentic or not. Is their "how are you" a genuine question or an obligatory one?

      Its reminds me of the sales clerk who says "have a nice day" but you can tell he's saying it because its procedure not because he means it.
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  • Profile picture of the author deji yusuf
    These are not lies... but it depends on the delivery of the sales person though?
    I think the best sales technique is educational sales pitch and a ways of making your prospect feel connected to you...
    Hope I'm making sense?
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  • Profile picture of the author Rus Sells
    Rubbish most of it, I think they are digging deep for content. lol
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  • Profile picture of the author hayfj2
    1. "I hope you are well."
    This lie usually appears as the first line of the sales email. Look, if you don't know me personally, it's absurd to claim that you care two cents whether I'm skipping in the breeze or at death's door.

    > if they're not well mentally, physically or financially - you probably going to lose the sale, so ensure you DO GIVE A DAMN!

    2. "This is not a sales pitch."
    This is like a politician at a podium starting a speech with: "I'm not going to give a speech." Of course it's a sales pitch, and it's absurd to insist otherwise. What's more it's an insult to my intelligence. Pitch if you must, but don't pretend you're not pitching.

    > It wouldn't be a sale pitch if genuinely confirming whether there is a reason to chat, meet or discuss the possibility of doing business...the "sales pitch" should happen in step 2

    3. "I will not try to sell you anything."
    Yeah, right. However, let's take this statement at face value. If you're not selling to me, why are you wasting my time? Why would anybody in a business context want to speak with a salesperson who isn't selling something?

    > see 2 above. If there Is no need, authority or money, bail out before you attempt or do your sales pitch.

    4. "I am certain you will be [excited|pleased|interested]..."
    Really? You're certain that I will have a pre-defined emotional reaction to whatever you're selling?!? Okay, whatever. One question: since you have the power to read people's minds, why are you working in a sales job?

    > ensure you add the caveat ...if... an ensure that you reinforce the point as to what the criteria is they need to meet for it to happen....and then ask "do you...?" also get them to calculate the impact of them matching or not matching your criteria.

    5. "There is no obligation to buy."
    While there may be no legal obligation for me to buy, you and I both know that you're going to set up the situation so that it's very hard for me not to buy. And the fact that you're providing something for free obligates me socially to buy, right?

    > maybe reword this one by asking for permission for them to listen to you for 2 minutes and if there is no basis to continue then you both save time by not meeting up etc.

    6. "I was just checking through my contacts..."
    What you really mean, of course, is that my email address has crept onto a list of prospects and you're calling me out of a clear blue sky. However, you want to make it seem like we're colleagues, hence the BS.
    For pity's sake, let's retire these tired old lies and leave them back where they belong... in the glad-handing sales days of yore. If you want your customers to trust you, start by telling the truth!

    > So you don't review your diaries, address books, email inbox, twitter followers, profile hits, profile views, private messages etc - then bigger fool you. You should, for might be surprise what you are missing. You'd be surprised how many people miss
    real opportunities by NOT following up people who have viewed their linkedin profile.
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