This is a Guest Post from Julian Blee, of Fat Cat Ideas.
I may rattle some cages with this article, and this is not something I try to do. However, there is one thing that drives me mad in sales and that is a sales person that thinks that because they are over friendly they will get a sale. Anyone who adopts the ‘smother them in love’ policy really hasn’t thought the sales process through.
Let me explain to you using a real life example that I am sure that everyone one of you can relate to. My mobile phone rang this morning and when I answered it I heard a bouncy over friendly voice say, “Hi I am calling to speak to Julian Blee, this is Barry from ……… (a popular mobile service provider), am I speaking to Julian…?”. I am immediately alerted to the fact that this is more than likely a telesales call. I am automatically on the back foot and feeling defensive and thinking of how I can begin the ‘getting rid of them’ process. Needless to say the conversation was a cold call from a mobile phone service provider attempting to better my current package.
