Why Executives Wont Take Your Call > NetSparsh - Viral Content you Love & Share

Home
>
Sales
>
Why Executives Wont Take Your Call

Why Executives Wont Take Your Call

Do you hang up on telemarketers? 9 times out of 10 I do.

Why do we do this? I hang-up because I am afraid that they are going to waste my time.

Telemarketing is a tough job. Most of the people who do it aren't given enough training to excel at it. Companies take the sink or swim attitude in hiring here.

As a result, you, I, and everyone else receive a lot of bad telemarketing calls. It's to the point where we expect the calls to be bad. We are conditioned by experience to assume that they will suck.

This conditioning by bad telemarketing makes it very difficult for the business sales professional to get through to c-level business executives. I had an experience recently that made me think about this. The events took place by email rather than by phone, but the psychology around the events is the same.

I received an email offering me a free "special report" on eSelling using streaming media technology. I get so much spam these days I am not sure if this email was spam, or if I was on their opt-in or opt-out list. Doesn't really matter though, I decided to respond as the email caught my interest.

I clicked on the link to get the special report. I was taken to a lead form webpage to fill in my personal information - name, address, phone number, etc. Minutes later I was downloading the special report and printing it out. Well done on their part I thought.

I read the special report. The first few pages were great. It spoke my language. It talked about how technology isn't usually designed for selling, but that theirs is.

Then I read the next section of the special report.

This section explained what their technology was and how it worked. It told me all about how the internet uses web pages, web servers that are "stateless", blah... blah... blah....

Yawn...

They lost me.

Let's go back now to when I filled in my personal information on their website download page. On their webpage, I didn't enter a phone number, even though it asked for one. Like you, I have been conditioned to expect that most sales pitches I get will suck. I did not want another sales call that would waste my time.

Getting me to download and read their special report, was the equivalent of getting past the gatekeepers and the voicemail screen to speak to the executive. They had my interest until they bored me with tech-talk that I didn't need to know at that point. Then they lost the sale.

The same thing happens when we try to get through to exec's. They are afraid that you are going to waste their time. So they put up a lot of screens to keep you out.

It is nearly impossible to come up with set of sales persuasion techniques to get past every screen every time. You can improve your percentages though, by following a simple formula.

When cold-calling executives focus on these three things:

Benefit gain,
Pain elimination,
How easy it will be to get these from you.

Be specific about the potential benefit gains and pain elimination. Tell them that one of your customers saved thousands or millions of dollars by working with you (using a real customer success story that you have verified of course).

Do not discuss how your customer got these benefits. And avoid identifying yourself by the type of product or technology that you sell. If you make either of these mistakes, you have given your target something to pigeonhole you with. Once that happens, you lose the opportunity to keep the conversation going long enough to establish whether there is even a problem of his that you can solve.

You want to be specific about the cause and magnitude of their pain, yet vague about just how you will eliminate it. You only need to show that you *can* eliminate it. You do this by relating the specific benefits or pain gained or eliminated by one of your customers.

All you want to discuss at the beginning of your call is what they can expect to get from doing business with you and how easy or quickly they can get it. Make the gatekeepers your allies. Treat them with respect by assuming that they know as much as your target exec does (they often do). Use the same approach with them, and you are much more likely to get put through to the executive.

Save the "how it works" discussion for your meeting with the lower level people responsible for making it work. Otherwise, you may never get that opportunity.

Shamus Brown is a Professional Sales Coach and former high-tech sales pro who began his career selling for IBM. Shamus has written more than 50 articles on selling and is the creator of the popular Persuasive Selling Skills CD Audio Program. You can read more of Shamus Brown's sales tips at http://Sales-Tips.industrialEGO.com/ and you can learn more about his persuasive sales skills training at http://www.Persuasive-Sales-Skills.com/

In The News:

These 3 Retailers Are Growing Digital Sales Much Faster Than Amazon Motley FoolThese brick-and-mortar stores may have cracked to code for competing with the online juggernaut.

Housing sales seen up 25% in 2018; supply down 22% in 9 cities: PropTiger Times NowNew Delhi: Housing sales are estimated to have increased by 25 per cent this year at 3.1 lakh units in nine major cities of the country, driven by improved ...

Christmas Sales Have Begun Seeking AlphaThe global financial markets continued to weaken last week as it became more apparent that the global economy was slowing, including China. Unfortunately ...

Electric Car Sales In Emerging EV Markets — Chapter 2: Middle East CleanTechnicaDecember 16th, 2018 by Jose Pontes. After covering Africa in the first chapter of this “Emerging Markets” series, we now analyze the EV market and EV potential ...

Russia: Now Number 2 in Military Sales (Any Guess Who Is Number 1?) The National Interest OnlineSince the days of the Soviet Union, Russia has been the best at selling two things: weapons and oil. And now, Russia is selling more weapons. Russia vaulted ...

Here's how Starbucks plans to boost US sales in five charts CNBCTo remedy Starbucks' sales woes, the company has shifted its strategy more towards cold beverages, which make up the majority of customer orders, and have ...

Electric Car Sales In Emerging EV Markets — Chapter 3: Latin America CleanTechnicaAfter covering Africa and the Middle East, in this last chapter, we cover Latin America, looking at some interesting cases there and evaluating the markets where ...

Retail sales rise in November, diminishing fears of economic slowdown CNBCRetail sales appeared to gather momentum in November as households bought furniture, electronics and a range of other goods.

Lancaster County public sales: Dec. 116, 2018 | Local Business LancasterOnlineHorst Auctioneers conducted a catalog auction Dec. 1 at Horst Auction Center, Ephrata. There were 657 registered and online bidders. Several items and prices ...

Local sales tax may lower sales Kennebec Journal & Morning SentinelWhen the Editorial Board endorsed higher taxes in the form of a local option sales tax, they forgot something — if there are no sales, no tax will be collected ...

Welspun group targets Rs 1,000 crore sales from new flooring line Moneycontrol.comWelspun Flooring, an integrated and independent flooring vertical of the USD 2.3 billion Welspun Group, is looking to tap the potential of the renovation segment ...

Christmas sales are strong online and off, local retailers say The London Free PressLocal retailers say they're having a strong holiday season so far, with sales at least on par with previous years.

The Best Sales on Xbox, PS4, and Switch for Christmas 2018 WIREDGame consoles, controllers, and critically acclaimed games like 'God of War' are on sale at multiple retailers for Christmas.

Putin calendar sales surpassing those of Japanese stars in Japan Japan TodayThe current leader in 2019 calendar sales at a popular chain store in Japan is not a *fresh*-faced young idol, nor is it a sexy heart-throb actor. Rather, Vladimir ...

PROPERTY SALES WatertownDailyTimes.comJEFFERSON COUNTY. The following property sales were recorded in Jefferson County clerk's office Dec. 4: Town of Champion: 0.22 acres, 34731 Freeman ...

Global Week Ahead: U.S. Trade Data, Home Sales, Federal Reserve Meeting Wall Street JournalThe Fed holds its December meeting this week; new data on U.S. trade and sales of previously owned homes is expected, too.

Housing sales up 25% in 2018, supply down 22% in 9 cities: PropTiger Moneycontrol.comThe nine cities tracked by News Corp-backed PropTiger are -- Mumbai, Pune, Noida, Gurgaon, Bengaluru, Chennai, Hyderabad, Kolkata and Ahmedabad.

Calls for Royal Mail to rethink design of religious stamps as sales slump The TelegraphThe Royal Mail is facing calls to modernise the design of its religious Christmas stamps as they are being overtaken by secular ones for first time.

Cars In Demand: Maruti Alto, Renault Kwid Top Segment Sales In November 2018 CarDekhoOverall segment continues to see a drop in demand as the year draws to a close.

Good corporate behaviour boosts sales CosmosMaintaining the good name of a company isn't just a matter of feel-good brand politics but actually has a quantifiable, and positive, impact on the bottom line, ...

Christmas sales picking up after worrying lull Stuff.co.nzFigures show shoppers are slowly picking up speed after a post-Black Friday lull.

Guest column: Open letter to mayor — opting out of cannabis sales a mistake Windsor StarDear Mayor Dilkens,I'm not surprised you suggested opting out of private cannabis retail sales.Voting to opt out, however, won't stop illegal sales. Instead, it will ...

A rough patch: Mercedes, Audi, BMW see sharp dip in sales The Financial ExpressIn line with subdued passenger vehicle sales during the second half of 2018, the luxury car market has also witnessed a bump post July this year.

Edna sales tax revenue increases in wake of Walmart closing Victoria AdvocateEDNA – For 36 years, Walmart played a large role in Edna's economy, providing steady jobs and a significant amount of the city's sales tax revenue.

Shoppers return to liquidating Sears stores, boosting same-store sales CNBCSears Holdings saw same-store sales increase for the first time in years as customers returned to its stores for liquidation sales.

New Wednesday night sales planned in County Limerick Mart Limerick LeaderIT WAS a major change for Kilmallock Mart to even consider having a sale other than a Monday. Monday has been the main day in the mart since it opened in ...

Gloom sets in for suppliers even with strong sales Crain's Detroit BusinessAutomotive suppliers are facing a crisis of confidence heading into 2019. The business is currently performing well but a greasy fog of pessimism is enveloping ...

Turning point? U.S. home sales slumped as listings surged in November, Redfin reports The Real Deal MagazineHome sales nationwide fell last month at the fastest rate in 2 years as the number listed for sale rose at the fastest rate in 3 years, according to Redfin.

Local farmers retain strong sales thanks to winter market News8000.com - WKBTA little snow couldn't keep farmers away from the final farmers' market of the year at Myrick Park in La Crosse.

Average home-sale price tops $220,000 in November Las Cruces Sun-NewsLAS CRUCES - According to a Dec. 7 report from the Las Cruces Association of Realtors, the average combined sales price of the 169 new and existing homes, ...

Longview-area home sales dip in November; still on track to top 2017 Longview News-JournalLongview-area home sales during November slipped to the lowest monthly level since February, according to new data from the Longview Area Association of ...

'Cult of kindness': Sales and Crabb Chat 10 Looks 3 an online hit The Sydney Morning HeraldLeigh Sales and Annabel Crabb are two of the ABC's most popular broadcasters but their Chat 10 Looks 3 podcast and Facebook group is the social media star ...

Japan: Sales agents behind Mitsui Sumitomo Insurance's strong market share Asia Insurance ReviewTokyo headquartered Mitsui Sumitomo Insurance (MSI), one of Japan's largest P&C insurance companies, enjoyed a market share by net premiums written of ...

Tauranga house sales surpass national average New Zealand HeraldA pre-Christmas rush on Tauranga real estate has seen sales volumes exceed the national average. The Real Estate Institute of New Zealand's latest figures ...

BMW tries to revive lagging 3 Series sales with new 2019 design that's more, well, BMW-like CNBCBMW has sold about 4.5 million 3 Series sedans since its introduction in 1975, making it the best-selling luxury nameplate in automotive history. But sales have ...

Apple Will Change iPhone in China to Avoid Sales Ban - Thurrott.com Thurrott.comApple says that it will make two major changes to the iPhone software in China to avoid a patent-infringement sales ban. But Qualcomm, which owns the patents ...

US auto sales are expected to drop below 17 million for first time since 2014 CNBCUS auto sales have fallen pretty dramatically from their peak set in 2016, and rising interest rates may be in part to blame.

New Zealand capital demand could lead to major bank asset sales: Macquarie The Australian Financial ReviewThe Reserve Bank of New Zealand's surprise call for the major banks to significantly lift capital levels there could result in them cutting back the supply of credit ...

London house sales drop over political uncertainty, according to Rightmove data City A.M.Londoners are hesitant to sell their homes due to political uncertainty, according to new research.

Daily Briefing: More than 30 en bloc sales failed to find buyers; Bermuda court approves Noble Group's restructuring Singapore Business ReviewMore than 30 en bloc sales failed to find bidders at the close of tender in 2018 including Park View Mansions in Jurong, Gilstead Mansion near the Novena area ...

Week in review: Electric bills rising; retail sales may slide Press HeraldENERGY. CMP customers can expect $6 per month increase. The cost of electricity will hit a 10-year high next month for most customers in southern and central ...

Allstate tried to cut off auto insurance sales to drivers in Brampton, lawsuit claims CBC NewsAn Ontario woman is taking Allstate Insurance Canada to court, alleging she was fired for pushing back on a "discriminatory" effort to stop selling plans to drivers ...

European Car Sales Slump in November With No Sign of Rebound BloombergEuropean carmakers couldn't shake the slump that's shadowed them since September as new car registrations declined for the third month in a row -- adding ...

Infosys US Retail sales executive Naresh Ramamurti quits Economic TimesRamamurti is an Infosys veteran of nearly 15 years in two stints.

'Orderly crowd' witnesses start of retail pot sales in Salem The Salem NewsSALEM — Alternative Therapies Group saw a slightly delayed, but otherwise smooth opening of recreational marijuana sales Saturday morning.

Don't Miss Out On This Year's Last Big Sale Day Refinery29We're smack dab in the middle of the season of giving, and odds are you're probably overwhelmed: Maybe you're still buying last-minute(ish) for others, itching ...

Polled economists say Japan should raise sales tax above 10% to fund welfare costs: Japan TodayJapan should raise its sales tax above the planned 10 percent to cope with increased social welfare costs as the population ages and declines, most economists ...

Apple says an iPhone sales ban in China would force it to settle w/ Qualcomm, cost ‘millions of dollars a day’ 9to5MacEarlier this week, it was reported that China had granted Qualcomm an iPhone import and sale ban as part of its legal case against Apple. While the ban has ...

Tesla Puts End-Of Year Sales Push Into Max Gear InsideEVsIt's an all-out push to deliver as many Teslas as possible for the cheapest final cost (tax credit related) as the year and quarter come to a close.

This week in Auto: November car sales decline 3.4%; Are price hikes for real? Moneycontrol.comHere is a complete list of all the major developments in the auto space happened this week.

China just reported 'ugly' economic data because of the trade war and it's roiling financial markets CNBCChina on Friday reported industrial output and retail sales growth for the month of November that missed expectations, data from the National Bureau of ...

Real estate, housing market: Biggest property sales of 2018 NEWS.com.auIt was the year our record for the most expensive home ever sold was finally smashed — but 2018 also brought a raft of other record-breaking luxury property ...

Why are there so many pre-Christmas sales? BBC NewsShoppers are seeing a boom in pre-Christmas sales as retailers try to lure them back to High Street shops. Squeezed by rising costs and online competition ...

China's auto sales fall in November for fifth month Moneycontrol.comSales of SUVs, sedans and minivans in the global industry's biggest market plunged 16 percent from a year ago to just under 2.2 million.

Midland retailers navigate increased sales, staffing needs Midland Reporter-TelegramWith the giving season underway, several Midland stores are generating higher-than-usual sales. While some small businesses report challenges with staffing, ...

Passenger vehicle sales decline 3.43 per cent in November; car sales too dip marginally Economic TimesDomestic car sales were down marginally to 1,79783 units in November as against 1,81435 units in November 2017, according to data released by the Society ...

Apple can still get more people to buy its services even if iPhone sales fall: Tech analyst CNBCApple's subscription services strategy will work because it is not dependent on new unit sales, Macquarie Group analyst Ben Schachter says.

Holiday Season Retail Sales Heat Up Wall Street JournalWASHINGTON—Americans stepped up their spending at the start of the holiday season, suggesting the economy's key engine is humming. Retail sales, a ...

Mercedes-Benz Ranks No.1 In After Sales Service Satisfaction, BMW No.2 : Study NDTVAuto.comThe world is going digital and carmakers have a big role to play in it. We've discussed it so many times in seminars and even in press conferences where the ...

Aldi Special Buys: Supermarket has Dyson vacuum cleaners on sale NEWS.com.auThere's no doubt about it - people love to bag a bargain when it comes to Dyson vacuum cleaners.

Oppo, Vivo post combined loss of Rs 1,225 crore even as sales rise 20% Economic TimesKOLKATA: Oppo and Vivo posted a combined loss of Rs 1,225 crore in the first six months of the current financial year even as both companies, owned by ...

Cars In Demand: Maruti Vitara Brezza, Tata Nexon Top Segment Sales In November 2018 CarDekhoThe Vitara Brezza stays well ahead of the competition as the entire segment sees a slump in sales; Nexon grabs second spot.

Cloud giants, enterprise refreshes keep storage market poppin': Global sales up 20% in Q3 The RegisterIDC's Q3 storage tracker numbers show a tier of the tech industry growing by almost a fifth versus the same period a year ago, though not all of the big players ...

Liquidation sale strategies for Sears, Kmart, Lowe’s and more Yahoo FinanceHundreds of stores across the country are closing up shop as many major retailers like Sears, Kmart and Lowe's restructure. While many are calling it a retail ...

Michelle Obama Memoir Becoming Hits 3 Million Sales Mark; New Book Tour Dates Announced ForbesFormer First Lady Michelle Obama's memoir Becoming has hit a major sales milestone with the news that the book has now sold 3 million copies since being ...

Switch games sale: HUGE Nintendo discounts on eShop titles for Switch, 3DS and Wii U | PS4, Xbox, Nintendo Switch News, Reviews and Features - Daily Star Daily StarNINTENDO has made its festive deals live, and there are some remarkably good titles to be found within. Here's what you need to know.

Volkswagen on track to break last year's sales record Moneycontrol.comSales head Christian Dahlheim said on December 14 that "we are confident" 2018 will end with a figure slightly above the previous record from 2017, when the ...

USDA confirms U.S. soybean sales for delivery to China ReutersPrivate exporters have sold 1.13 million tonnes of U.S. soybeans for delivery to China, the U.S. Agriculture Department said on Thursday, confirming sales ...

Best Buy sales data shows iPhone XS and XS Max slumping during the holiday season 9to5MacRecent sales data from Best Buy paints a dreary picture for iPhone XS and XS Max sales for the holiday quarter. The data lines up with multiple recent reports ...

Delhi high court bans online medical sales across country Times of IndiaIndia News: A bench of Chief Justice Rajendra Menon and Justice V K Rao passed the order while acting on a PIL filed by Delhi-based dermatologist Zaheer ...

Delhi High Court Bans Online Sale of Medicines Inc42 MediaA day after the Madras High Court reserved its verdict after the final hearing, on epharmacy, the Delhi High Court has issued an all-India ban on the online sale ...

T20 rules in Perth after sluggish Test ticket sales The Sydney Morning HeraldThe Big Bash League is set to trump the Perth Test with fans not voting with their feet for Optus Stadium's first five-day match. While ticket sales for the second ...

Auto sales in November skid on inventory, liquidity issues LivemintNew Delhi: Domestic sales of bigger trucks and buses fell in November for the first time this fiscal as a liquidity squeeze at non-banking financial companies ...

Changes to beer sales starting 2019 KJCT8.comComing 2019, there's going to be some changes to the way you can shop for booze. Currently, Colorado grocery stores and gas stations can only sell 3.2 beer.

Maruti drives past 5 lakh cumulative sales mark for CNG models Economic TimesAuto major Maruti Suzuki India (MSI) Monday said it has crossed cumulative sales milestone of five lakh CNG vehicles in the country.

Thanks, Amazon: Northern Virginia home sales rocket 90% in November MarketWatchThe number of contracts signed between Northern Virginia home buyers and sellers surged 90% in November compared to last year, just after Amazon.com Inc.

Film News Roundup: ‘Aquaman’ Sets Pre-Sales Record VarietyIn today's film news roundup, “Aquaman” sets a pre-sales record, “Bohemian Rhapsody” hits a milestone, and SAG-AFTRA promotes four executives.

Court orders China sales ban on older Apple iPhones in Qualcomm case Economic TimesSAN FRANCISCO: A Chinese court has ordered a ban on the sale of several older Apple Inc iPhone models in China for violating two patents of chipmaker ...

Dave & Buster's shares plunge after company reports weak same-store sales growth CNBCDave & Buster's Entertainment shares plunged Wednesday after a decision to skip its All You Can Eat Wings promotion at the start of the football season led to ...

Realme U1 3GB RAM variant goes on open sale on Amazon India from today Business TodayOppo's sub-brand, Realme U1, a 3GB RAM and 32GB storage variant, will be available in an open-sale format starting today on Amazon India and the Realme's ...

Tata Motors Group's Global Sales Falls By 7% In November 2018 NDTVAuto.comJaguar Land Rover sold 49312 vehicles in November 2018 with Jaguar contributing to kitty with the sale of 15114 units and Land Rover selling 34198 vehicles.

Renault Zoe Sales Up 144% In France In November CleanTechnicaLooking at November best sellers, the Renault Zoe had a strong surge with 1,895 units in November (+144%, and #20 in the mainstream market). It was the ...

Samsung closes Chinese smartphone factory as sales slow TechRadarTianjin factory was one of two Samsung factories in China.

Regina craft brewery bitter over Minhas Distillery beer sales News Talk 980 CJMEA craft beer brewer in Regina is accusing another producer of selling its beer as their own. Rebellion Brewing...

No more flash sales, Xiaomi Redmi Note 6 Pro goes on open sale in India starting Dec 12 India TodayRedmi Note 6 Pro received great response from the consumers during the flash sales. As Xiaomi had announced, the company managed to sell 6lakh Redmi ...

UK economy slows as car sales slide The GuardianBrexit jitters weigh on manufacturing and automotive sectors, official data shows.

Fox Reshapes Ad-Sales Unit as Disney Deal Nears (EXCLUSIVE) VarietySome of 21st Century Fox's best-known ad-sales executives will leave when it closes a large sale of its assets to Walt Disney in 2019.

Adobe Tops Q4 Sales Forecasts, Sees $11.1 Billion in 2019 Revenues TheStreet.comAdobe posted stronger-than expected fourth quarter sales Thursday said 2019 revenues would top $11 billion as the Photoshop maker continues to challenge ...

Developments in SRP spur Filinvest sales SunStar PhilippinesGOTIANUN-LED Filinvest Land Inc. (FLI) booked high condominium sales in Cebu this year, amid the healthy economic backdrop of Cebu. Julie Castaños, FLI ...

Slowing sales, structural shifts and rural demand is bringing small cars back into focus Economic TimesA deep structural shift emerging in consumer demand is sending car makers back to the drawing board.

States missing out on online sales taxes for the holidays Lima OhioWASHINGTON — States such as Ohio, California, New York and Texas likely will miss out on millions in sales tax revenue this holiday shopping season b.

Ford government wants public feedback on private, corner store alcohol sales CBC NewsThe Ontario government is asking for public feedback on the idea of letting private companies and corner stores sell alcohol.

What Sales Teams Should Do to Prepare for the Next Recession HBR.org DailyThe current economic expansion is long by historical standards, and thus the risk of recession rises with each passing month. Recessions catch many ...

Amazon India to host online sales event for SMEs Economic TimesBENGALURU: The Indian arm of global e-tail major Amazon will host 'Small Business Day' online shopping event on December 16 to promote small and ...

NI exports to the Republic rise, while GB sales fall BBC NewsExports from Northern Ireland to the Republic of Ireland rose by £540m, while sales to the UK fell by £2.9bn last year, according to latest figures. It is understood ...

Sales Rise at Costco, but Fall Short of Expectations Wall Street JournalCostco Wholesale sales surged in its latest quarter, as the warehouse chain continued to benefit from a strong economy and shopper interest in everything from ...

China car sales suffer steepest monthly fall in 6 years Financial TimesThe Chinese car market suffered its steepest monthly fall in more than six years as the country heads for its first annual decline in three decades. The world's ...

Replacing the Sales Funnel with the Sales Flywheel HBR.org DailyI've been using the sales funnel for 28 years, my whole career. This year, I retired the funnel — threw it a party, gave it a gold watch, and congratulated it on its ...

"EV Sales Capital Of The World" Is Shanghai CleanTechnicaThe International Council on Clean Transportation recently released a report on EV sales around the world.

Two tea grades create new price record at Coonoor sales BusinessLineTwo grades of teas have created new price records in the annals of tea auctions in South India.“The orthodox speciality Silver Tips tea manufactured by ...

Why Executives Wont Take Your Call

Sales Sales