If You Stop Your Sales Pitch Long Enough, You Might Close A Deal

You know this story, I’m sitting at my desk, the phone rings, I answer, and an enthusiastic voice: “Good morning Dave!, I’m Roger from XXX…..” The pitch begins.

This guy was selling a Sales 2.0 tool, which I actually had some interest in. I barely had the words, “tell me what you do” out of my mouth when the script started.

“Excuse me, may I ask a question,” I tried to inject, but the pitch went on.

“Would you please let me ask you a question,” he paused, I continue “you know if you give people a chance to ask a question, you might actually sell something.”

I ask my question, the pitch started again……

“Excuse me, may I ask a question…….” the pitch continued…..

“Have you ever considered listening to your customer and responding to their questions, it tends to work, I have a question, may I please ask it?” I say, a little indignantly. He pauses…. I ask my question…

The “recording” resumes…..

Once again, I say, “Please, are you hearing anything that I am saying? Would you please listen and answer my questions, I may want to buy!” I ask my question…..

You know what happened. The only way I could make it stop was to hang up.

In reflecting on the call, I struggled to ask about 4 or 5 questions. Each time I had to interrupt him—and I had to be aggressive about the interruption.

He only asked 2 questions…. I guess, “How are you today?” counts as a question.

I provided him valuable coaching advice 3 times during the call—normally I charge people for this, but I was feeling generous, plus I really wanted to learn about the product. I am serious about buying one of these tools.

Now where’s the number of his competitor?