Share what you know with millions of people
Focus is the best place to turn what you know into remarkable content
What are the most deceptive inside sales tactics you've seen used to close business?
Best Answer
- Recommended by:
- Kevin Gaither,
- Kelley Robertson
I received a call the other day:....
Rep: "Hello I need to speak to the owner"
Me: "In regards to?"
Rep: "It is a private matter, in regards to a pass due debt, they need to speak with me right away, this could drastically effect their credit rating"
Me: "I do not believe that there any past debts that we have"
Rep: "This is a call for the owner, and their credit rating"
Me: " I am the owner"
Rep: "Great, my company has the ability to help you collect on any outstanding invoices.....I would like to offer my services and help you collect on any past dues, what is your largest debt that you have out there."
Me: "Maybe 170.00 at max and that is only 60+"
Rep: Hung up on me......
- Recommended by:
- Craig Rosenberg
(note: not a way to close but a lead gen tactic)
I am currently suffering through this vendor ordeal: a "free trial" (SaaS) offered on their website, in reality an aggressive Sales person is the gatekeeper to a) setting up the trial b) getting to use the tool. What a 9th circle caliber experience.
- Recommended by:
- Kevin Gaither
How about the old "We're conducting a research project and your opinion really means a lot to us..." followed by BANT questions and a request for sales person follow-up?
- Recommended by:
- Brian Koles
Michael Duval, I couldn't help but laugh at yours...reminded me of some of the calls I've received over the years.
When I worked in consumer electronics I heard people say, "Gee, we've only got one in stock and someone else is interested in it. I can't guarantee I'll have it if you don't buy now."
"There is a serious problem with your network, please call me back immediately" -- when I started a consulting gig for a networking equipment company awhile back, that was the voice mail one of the top reps would leave. the way I found out was sitting in the cube next to him and hearing him leave the message. This was not used to close business but was a sleazy way to get people to call you back.
- Recommended by:
- Matt Bertuzzi
There are so many that are used....I heard someone say after harassing someone on their cell...hey I was just in your neighborhood... No s#it...we're in Manhattan...its a small island. Also, all of the pens/cups/cugs/calendars..I think its all pointless at the end of the day. You build your reputation as a sales person/consultant by being honest from start to finish and therein lies the value as you decide whom to buy your specific "box" from.
It is really disheartening to see people use the tactics that they do. Very shortsighted and not strategic.
Oh wow - BAD memories of an incredibly aggressive research subscription telemarketing firm in Virginia... The stuff that those people got up to, and actually shared amongst themselves, was right out of Boiler Room. An interesting learning experience!
Ahhh, Kelley, I can't believe I forgot that one! The old "Act quickly before supplies run out" is a classic.
The green industry spins it as "I don't know how much longer this subsidy will be good. It could be repealed any day, but you can still take advantage if you commit today."...which in all honesty can actually be very true...just not as much as it's used to get out the check book.
Its all over the map and I think that what people are missing when they do this kind of guerilla marketing is that the relationship needs to be built first. I can't tell you how many times I have overheard the most ridiculous lines/lies and then sales people/consultants wonder why people dont trust them. At the end of the day its about commitment and delivery and it all stems from whether or not the person is trustworthy aka honest and if they are in for the long term.
Events
- Dos and Don'ts of Small Business Marketing May 29 @ 11 am PT
- Lead Nurturing 202: The Next Generation May 31 @ 11 am PT
- The Tricks to Paid Media June 6 @ 11 am PT
- Display Advertising for Brand Awareness June 20 @ 11 am PT
Related Activity
Here's a few of my favorites:
1. "(CEO's name pulled from your website) is expecting my call. Put me through right away so he doesn't think I'm late for our appointment." - Really, then why don't you have his (or her) direct number?
2. "I had to go to my manager for this and guaranteed him you'd close today if we gave you this discount. It's going to totally ruin my credibility for the next month if this doesn't go through." - Not true, and not my problem.
3. "This discount expires at the end of the day and prices will never be this low again." - No it doesn't, and you'll probably extend a deeper discount next month.
4. "I just talked to the engineers, and that new feature is actually coming out next week." - You really just IM'd the creepy IT guy who said the feature was once discussed as a low priority in a meeting six months ago.
5. "I'm going to win a trip to Hawaii for top sales person this quarter if you can get this deal done today. Will you help me out? I'll bring you a lay!." - OK, I actually like this one.