Why are most sales call so frustrating!

Are you familiar with the half hour (and more!) sales calls where you are left feeling drained?

I just received a call from a guy whose services I was actually interested in. He has called me a few times over the last couple of weeks. Unfortunately I have either been on my way into a meeting or have actually been in a meeting and he has left a message with Margaret. I was about to break for lunch today when he called but since I kept missing him I thought I would take the call.

He started off mentioning that he had tried to call a few times and said he had never been able to get hold of me. I could hear and feel the annoyance in his voice. I replied saying I had been on holiday for 4 weeks and had a lot of work to catch up on. He sighed and then started selling. 30 minutes in, I was tired and wanted my lunch. He wanted a sale.

I told him I would like to go have my lunch and consider what we had discussed. He then started to offer some great discounts. I was very tempted but I refuse to decide anything when tired and hungry. I could hear the annoyance in his voice yet again when we arranged a follow up call.

This is not the first phone call I have received like this and I am sure it won’t be the last. But why is that it appears they only offer a discount at the end when you are tired and drained? The moment when you are likely to say ‘Yes’ just to get on with your work, or lunch in this case…

I talk in Successful Business Minds and 12 Steps to Improve your Cashflow about the implications of discounts and the pressure business owners (and everyone else!) receive when it comes to selling. I talk about how sales should be done with the intention of how you can help. Discounts do help but so does a short phone call telling me the price and the benefits and then arrange another call to discuss once I have had the opportunity to consider it.

Extract of Successful Business Minds: “Your products and services maybe fantastic but when talking to anyone you must see it from their perspective. That to me is the art of building any relationship. It will also give you a better indication if they are likely to buy from you or not, and quite frankly rejection is not nice, so do what you can to minimise this where possible.

Remember they are running a business too and that likely means they are too busy to spend ages on the phone or in a meeting whilst you tell them how wonderful your product or service is. Tell them how your service/product can help them. Your sales pitch needs to be tweaked for every customer you call. You need to find out what their biggest problem is and solve it.”

So please sales guys and girls. Next time you call please keep the calls short and if it’s around lunchtime have some consideration when the caller tells you that they need their lunch.

The good news is that I have had some calls where the sales people have been great. They too have been small business owners and understand the time pressures of running a business and the need to consider all options on your own and then come back to discuss.

It’s also worth noting, I have usually always signed up with those I feel have consider things from my perspective (and I know my clients would agree). So, please, anyone who makes sales calls, and that will likely include all small business owners, take some advice from my book. 🙂

Thanks! Helen x

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