Where do You Draw the Line?

Where do you draw the line – when prospecting?

Let’s face it not all the products we sell revolutionize the world. As a sales person you need to create some interest on a cold call to start the conversation with a prospect. So if the product does not do it you “jazz up” your script a bit to get some interest but how far do you go?

NOT “all the way” in my opinion. Not misleading voice mails that just say “George Smith calling. Please call me back” for that wrong way) or saying “I’m not trying to sell you anything” when you are.

What do you think? The end justifies the means? Where do you draw the line?

See this great post from Kristin Zhivago of the Revenue Journal for a classic example of “crossing the line”.

The phone rings. I answer it, the way I always answer it: “This is Kristin Zhivago. Can I help you?”

There is a bit of silence, then suddenly the line is alive with the sounds of a busy telemarketing boiler room. Many voices can be heard in the background, pleading, sympathizing, pushing, lying. I know exactly what is going to happen next. But, because I am a professional revenue coach, dedicated to improving how people sell their products and services, I stay on the line. The person on the other end has a very thick Indian accent. So we know who is calling and where they’re calling from.

“Hello, I’d like to speak to…um…Mrs. Cheerago.”

Sigh. “This is Kristin Zhivago,” I say again. “What can I do for you?”

“Well, Mrs. Cheerago, this is John McDougal. I’m not calling to sell you anything.”

Let’s hit the pause button on this oh-so-typical and oh-so-insulting conversation to note a couple of things. More of this post

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