Sell More With Sales Coaching: Practical Solutions for Your Everyday Sales Challenges

Chapter 5

Sales Mistake #4

Telling Mistruths

Hello. I’m looking for Peri Shawn.”

“Speaking.”

“My name is Benjamin. I’m calling to find out if you are currently using a printing company for your products.”

“Is this a sales call? The reason I’m asking is I am expecting an important call about the health of a family member.” (My mother has cancer and I’m waiting for a call back from her doctor.)

“No, it’s not a sales call.”

“Tell me why you are calling and I’ll do my best to help as quickly as I can.”

“I’m calling to find out which company you currently use for printing your products. Do you have any products?”

“Yes, I do. In fact, I have quite a few. But this sounds like a sales call.”

“No, it’s not really a sales call. I’m just calling to see what you do now, how much you pay for your printing services, and maybe you’ll let me quote the same projects to explore if you might do business with us.”

“Benjamin, I’m going. You can call me later. Thanks.” (The “thanks” is my Canadian-ness showing through.)

I end the conversation abruptly because I really want to keep the line free for my mother’s doctor. Connecting with her isn’t an easy task, which is why it is my priority that morning.

Back to Benjamin. He lied to me. He was making a sales call. He kept me on the line based on what I perceived to be a lie. He was calling to sell me something. Not a good way to start the relationship.

Benjamin calls back that afternoon. (I pick up the line knowing it’s him, figuring whatever happens will ...