In the mail yesterday we found a “Texas Hold’em” card , the kind where we could scratch and win.
Oddly enough my daughter scratched a full house – Aces over Kings. I say oddly enough because I have the world’s worst luck when it comes to these kinds of things. I literally never win anything.
So I called up the number, answered the “skill testing” algebra question and was told that I was guaranteed to win 1 of 5 prizes, the least of which being a $100 travel voucher. Great! What is the catch? I was told nothing. A representative from the company would come over the next day and present me with my gift and ask me to fill out a survey.
Do you think that was what happened? You’re right! Nope.
Major sales pitch ensued. It was for a $3800 air ventilation system. I didn’t get my gift until AFTER I listened to the presentation. The presenter was a nice guy, he did his best but I just wasn’t interested. Also, he didn’t ask any questions. He didn’t create any value, he just pushed through his presentation. He told me that because I said no to his pitch, he was required to call his sales manager, and if he didn’t then he wouldn’t get paid. Ok – I thought, this seems now like a time share meeting – junior takes the first crack and then they call in the big guns for the tough clients.
The big gun had a name, Justin. Justin provided the comedy relief for the evening. He launched into a classic 80s sales pitch. He could have easily been on Glengary Glen Ross. Always be closing. Overcome objections, overcome objections, overcome objections, close, close, close. Work me into a corner, close, close, close. Don’t focus on anything that I’m saying, just focus on the next pitch, the next closing attempt.
After a while I had enough, so I very calmly said, “Justin, please stop trying to close me. It won’t work”.
WHY ARE SALESPEOPLE STILL USING HARD SELLING METHODS? THEY DON’T WORK, AND THEY ARE VERY ANNOYING.
Nobody likes to be closed. NOBODY. I dare you to find a single person who likes to be closed. So why are people still using this approach?
The internet has placed power in the hands of the consumer. It is no longer about the pitch. It is about creating value. It is about setting the context in which a purchase takes place. You can’t CLOSE anybody, and more importantly people hate to feel like they are being “closed”. Even if they buy it is generally because they feel pressure, and you don’t gain a lifelong client this way. You get people with buyer’s remorse and a bad taste in their mouth.
SO STOP TRYING TO CLOSE ME. IT DOESN’T WORK. CREATE VALUE. BUILD TRUST.