I received a business-related sales call today that really did interest me.
I do not make instant decisions, unless I have already been looking for the product that is being offered over the phone. Seldom does that happen.
Towards the end of the conversation with the sales-person today I said, “I like what you are offering. The price is right, the outcome is right, but I still want to think about it.”
What he said to me next threw me off the positive track. He asked, “So what is the problem?”
If I were in his shoes (and I do realize the conversation was probably scripted), the question would have been more productive if he had asked, “What can I explain, or offer to you, that would prompt you to purchase this (right now)?”
And then, I wouldn’t have minded him asking if he could make a follow-up call. I was interested, why not give me a few days?
For his call to interrupt my day and then ask, “So what is the problem?,” did not leave me wanting to say yes, I’ll buy it!
Okay, those of you with sales experience, I really want to hear your take on this. And even those of you that do not know cold sales calls inside-out, how do you feel about his sales approach?