In the movie "Elf", Buddy (played by Wil Ferell) discovers a department store Santa is a fake. Despite the man claiming he's the real Santa, Buddy says: "You disgust me...How can you live with yourself? You, sit on a Throne of Lies! (http://www.youtube.com/watch?v=NY4bUP48RE8)" Sounds like many of the cold calls I get.
Hear them for yourself. Next time you fill out a warranty card or convention registration, "accidentally" put "VP" in your title. In a few months you will be on cold call lists and entertained by pitches conceived on a throne of lies. Or maybe all you have to do is read the script your manager just puked up.
A few days ago, a gal called from the "AMA." Since a lot of what we do is in the medical field I thought that was the "American Medical Association"...until I heard her offer. Since I had a "Visa, Master Card, or American Express" they were going to put me in a drawing for $50,000 and send me some free prizes as long as I gave them the green light.
"Why the hell would you want to do that?" I asked.
"As a thank you for owning a credit card," she replied.
"Really? Why would credit card companies hire the AMA?"
"Well... we're independent."
It was at this point that I realized it wasn't the American Medical Association but as the perky sales girl explained a marketing organization with the same initials. Just an innocent coincidence? Doubtful.
"So you just do this out of the kindness of your heart?" I asked. "What's in it for you?"
"We'll we send you offers for products and services from our partners," she replied.
"So why the bullshit?"
Better yet, why do sales managers feel compelled to "baboozle" people with scripts like this? No wonder many don't trust sales people? Here's an idea...why not just say...The TRUTH????
"Who wrote this?" I asked.
"Not me," she said and when asked why she was doing it, she replied: "It's my job."
The fake Santa in "Elf" was doing a job, too. Perhaps it was the only way this character could only make a living. Maybe the "sales" lady was in the same boat. If you are in that boat here's a novel idea: forget the script. Tell the truth. No B.S. And if you are a sales manager, get off the throne of lies.
You are giving honest salespeople a bad name.
A deceptive sales script also pairs well with a butchered pronunciation of the prospect's name.
Posted by: Dave McMinn | 07/08/2010 at 08:37 AM
No kidding. It only adds to the credibility.
Posted by: You Sell Like a Second Grader | 07/08/2010 at 09:21 AM
I LOVE this blog. It cuts to the very quick of what makes our jobs more difficult: the lack of professionalism and ethical behaviors of many salespeople. Every appointment must contain an awareness of differentiating them from us!
Posted by: www.aboutsalespeople.com | 07/08/2010 at 01:12 PM
And it's up to the salesperson to make it right, because most sales managers shouldn't be there in the first place.
Posted by: You Sell Like a Second Grader | 07/08/2010 at 02:09 PM