This is what gives us all a bad name

I got an unsolicited call earlier today. The readout on my phone said "Unknown Number." This usually (but not always) is not a good sign about it being anyone that I would want to talk with. In this case it definitely wasn't someone I wanted to talk with.

He said he was with a web company working with foreclosures and asked whether I doing much with foreclosures - I'm not. But did that deter him? Oh no. He switched gears into another way he could help me, except that this didn't apply either.

Then he made me the offer that I supposedly could not refuse - he was going to make me the number one agent working with foreclosures (he refused to listen) in my area on his site. That was a big no, but he kept talking.

I'll give him this much. When they taught him about telemarketing and told him not to accept any objection and just to keep going for the close, that part he did hear.

He did not seem to hear anything I said. I wonder how long it took for him to realize that I got tired of his insensitivity and hung up?

Warm calling is one thing. Even cold calling. They can develop some leads, but you have to be receptive to what the person you're calling is telling you. If there is no interest, why continue to push? Makes no sense and makes it harder for those of us who do know how to behave on the phone.

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For more information on my coaching and educational programs and services, visit my website stevehoffacker.com or go to my other blog homesalesinsights.com for additional sales tips, insights, and commentary. You can also listen to my free podcast messages at Steve Hoffacker's Happenings. © Steve Hoffacker, 2009. All Rights Reserved.

40 comments • Steve Hoffacker - Sales Trainer/Coach, Sales Books Author, Photographer • March 03 2009 01:55PM

Keep those phone lines open

I am amazed at how many salespeople defeat themselves by not taking telephone calls. The telephone is arguably the most important business tool that we have as salespeople - especially now with the cell phone. We can be literally anywhere and have our calls follow us.

In fact there's an old story about a man buying his wife a cell phone and then calling her the next day to see how she liked her new phone. The report was that she loved her phone but was curious as to how her husband knew which store she would be in so that he could call her there.

Back to my point. Just this past week, I have received three disturbing, unprofessional, and totally unacceptable messages when I have attempted to call salespeople:

- "You have been forwarded to an automated voice mail answering service; however, the person at this extension does not subscribe to this service and your session cannot continue." How can you pretend that you are even in sales with that type of approach?

- "The number you’re trying to call is not reachable" (not disconnected, not "not in service," but not reachable). What exactly does that mean, and why would a salesperson have such a phone number?

- "The number you have called has calling restrictions that has prevented the completion of your call." Wow, talk about screening your calls. This makes no sense.

I had never heard any of these messages before - and I'll be glad to never hear them again.

We have a choice to make as salespeople - either we are going to be available by phone or we're not - either we are going to be accessible to the public or we're not - either we are going to be in sales or we're not.

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For more information on my coaching services or sales tips visit my website stevehoffacker.com or my blog homesalesinsights.com.

40 comments • Steve Hoffacker - Sales Trainer/Coach, Sales Books Author, Photographer • October 18 2008 07:41AM