I just received an interesting sales call. It is for a lead generation, database management tool. Not a CRM. But a place where you can get decision maker contact lists for companies.
I was at least impressed that this person didn't email me but actually called me today saying he found me on LinkedIn.
I have looked at this service before. It is VERY expensive. Right now, it is just not a good fit for us for multiple reasons.
Here is where it got interesting. I told him why it wasn't a good fit right now. He tried to refute my stance. He then proceeded to tell me about a great new tool that targets people that are searching for our products/services and blindly sends them a series of emails.
If you have followed along at all, you know I am not a fan of the blind pitch.
I proceeded to tell him; I am NOT A FAN of the unsolicited email without any personal interaction. That if I get them, I immediately flag them as junk. He argued that they were emailing people looking for our products/services so that is ok.
I told him, we build relationships and don't just email prospects.
Understanding in our world, that some companies have been using the same exhibit company for 10, 15 or even 20 years. The chances of them just replying to a blind email and me selling them an exhibit, is pretty slim.
Can it happen? Of course, but it would be very rare. You have to catch that person at just the right time, in the exact right circumstances to get them to reply to your email, engage and then buy from you.
He proceeded to argue with me again, saying they have had a lot of success with other companies like us, in our industry. Ok, maybe the REALLY big companies.
Remember, I told you they were VERY expensive. The most expensive option like this out there on the market. I have researched this previously.
My last objection was that they are by far the most expensive option out there. Of course, his reply was, "I'm sure as you know, there is good reason for that."
So, this gets even better. Out of curiosity, I went out to their website to see what their pricing is like now. There is NO pricing on their website.
My phone just rang. It was my persistent sales rep. He got a notice that I was out on their website, and he wanted to know if I wanted pricing.
I know all about handling objections. The best salespeople handle objections without the prospect even knowing they are handling the objection. Arguing with your prospect is not a good look.
Remember, I told him point blank, I would never use a blind, targeted email. That is just not how we do business. I really despise those emails that lack any personal attention and are clearly sent by a bot.
AND it gets better! I just got another call from someone else at this company. This call came from a local number. I asked to be removed from their list. Her response, "You're not on a list". Then why did I get 3 calls in less than hour. Clearly, they need some CRM consulting to not call the same prospect multiple times within an hour.
How do you handle objections, and do you use automated emails?
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