by Amy Keuper, VP Sales
Can sales people who hate sales people be effective? Maybe even more so.
We all know when we are being fed a line. No one likes being sold and we naturally recoil at the cheesy salesman stereotype. Poor Willy Loman. Yet, our whole economy hinges on sales. Some sales messaging must work. How else could GEICO stay in business?
On a recent training call, one of our newer clients counseled the Initial Call team against being too sales-y. In so many words, she wanted to make sure we turned down the “cheese factor”—the aggressive “yeeeshh” tactics of pushy store clerks and used car dealers. I could relate—as she projected her own distaste for being cold-called into her advice for us. Hatred for being involuntarily bombarded (and usually at dinner) is an emotion that now unites us as a culture. We shake our heads and say, “XY*&%# telemarketers…who buys from these people?”
When our clients hire Initial Call to represent them—they must overcome two trust hurdles. First, there is a concern about whether we can get the job done. Our clients know that in this day and age, we must be forceful to get a message through. However, on the other hand is the fear that we might make a bad first impression with a typical high pressure sales pitch. Rest assured. We are not telemarketers. We get it.
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