TRADITIONAL SELLING
The phone rings. We answer it. It’s a salesperson we don’t know. We feel caught and now we must defend against the advances of this determined seller. We are annoyed by the intrusion, angry that we’ve been made to feel uncomfortable on our time. We are in no mood to listen to a sales pitch or be gracious. We end the call vowing never to be caught again.
EVOLVED SELLING
The phone rings. We answer it. It is the salesperson who invested her time and money to courteously introduce herself in a well written business letter delivered by Canada Post. The letter had demonstrated her thorough understanding of our company and industry. We were intrigued. Her letter had promised a telephone call today and suggested several options that could be of value to our company. She is courteous and asks one pointed question to determine our level of interest in her product/service.
Our Response #1: Our answer expresses interest and she asks if we’d care to discuss our interest further in a meeting. We agree to meet with her. The telephone call lasted 2 minutes.
Our Response #2: Our answer expresses a lack of interest at this time. Without a temperature drop in the warmth of her tone she immediately says she understands, but would it be alright if she stays in touch quarterly. We say, “Sure.” The telephone call lasted 2 minutes.
Which selling model would you prefer your salespeople to use?