I chatted with a rep...

A conversation between myself and a sales rep a while back...

"I hate making cold calls"

"Why?"

"Because I hate receiving them"

"Is that why you hide behind email?"

"Er...yeah...probably."

"So can I ask you a question?"

"Sure"

"Is everyone the same as you?"

"What do you mean?"

"Well...do you think everyone has the same viewpoint or opinion as you?"

"Well, course not."

"And the calls you've received before - why did you hate them?"

"Well, they were very salesy, annoying, pushy, sometimes even aggressive. And they'd never listen."

"I get it - but can you see what's happening here?

Firstly, you're making the assumption that everyone is the same as you.

Secondly, you're basing your opinion on your own negative experiences and a widely recognised stereotype."

"Right, so what's the answer?"

"What do you think?"

"Erm...to be different?"

"Right - and not just different, but the complete opposite of what you've experienced.

i.e. Don't be pushy, salesy or annoying.

And don't talk, act or sound like a salesperson."

"But how do I do that?"

"Well, that's why we're here isn't it!

By the time we're done people on the receiving end will appreciate your call.

Because you've given them a positive experience.

You've been upfront and clear on the exact reason you're getting in touch.

They feel safe. They can relax.

You've inverted the stereotype.

You haven't been 'salesy' at all.

You've made it all about them.

And that's fundamentally all people want - to feel listened to and understood."