The paid salesperson.
I don’t know what it is lately, maybe a bad economy, maybe I just getting old and cranky, but sales staff making cold calls are getting on my nerves.
I don’t know how many time the sales person launches into their pitch about how their latest-and-greatest product is going to save me large amounts of money if I just give them 5 minutes of my time before I’ve even had a chance to figure out who they are and what they are selling.
Lets get real folks. If I could trim $50k-100k out of my business costs, I’d be all ears. But when I need to invest $1million to get that $50k, face it, its not much of a deal now is it?
So rule number one, if I have to spend any multiple of money “more” than you can save me, you should be looking for a different product to pitch.
Rule number two, check to see if this is a good time to discuss what you are offering, if not ask if you can provide some information and call back at alater time. If I’m busy, I just want you off the phone and you’ve lost the sale before you start.
And the all important rule number three. Before you launch into your pitch, take the time to warm up the call. Ask a few questions, validate the lead and let me, the client, get to know you and what you are offering. If I feel there is a fit, I’ll be asking you all the questions and the product will sell it self. Trust me, it will make your job a lot more pleasant instead of having me hangup on you because I can’t get a word in edgewise.
Signed, Dear Abby…
Michel Labelle is IT director for Global Container Terminals. He has over 20 years of industry and consulting experience at various organizations. Prior to this position, Labelle served as director of infrastructure technology with TSI Terminal Systems Inc, where he was responsible for the IT operations, infrastructure and support teams. His duties included the ongoing management of server, network, and voice and data communication activities. With a background in IT risk management and IT forensics or multiple organizations, including Auditor General of Canada and Transport Canada, Labelle brings a rounded approach to IT operations. Labelle has served on the federal Canadian Critical Infrastructure Protection Committee and is active in promoting digital civil liberties. A regular contributor to IT World Canada and other industry publications, he has written for MacWorld, IT Architect, Network World and Network Magazine, and has been a featured speaker at VMWorld, IP4IT and the MISA conference. He trained at Heritage College in computer science with qualifications in project management, systems design, and voice/data communications systems deployment.
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