Received a voicemail from a gentleman saying the the television talkshow host (very well-known) whose show he produces wanted to interview me for a special program he was doing regarding increasing sales in today’s economy.
Because I do a lot of media interviews both for The Go-Giver and Endless Referrals and have been writing and guesting on this topic quite a bit of late, it didn’t seem like an abnormal request. It was terrific that it was this particular host who was interested but, aside from that, nothing out of the ordinary.
When I called he began to pre-qualify me and do a “pre-interview,” both of which are quite normal for a show of this magnitude. Once he was satisfied, he began a…dissertation that lasted about five minutes. It turned out to be a sales “pitch” (Ugg, hate that word) for an advertising package that would be about $20,000.
I politely declined without – of course – even considering the benefits of the package.
The question is, “What was that “gonif” thinking?”
Perhaps the following: “I’ll lie through my teeth to bait this person, and then, once I have him on the phone, I’ll switch him to a $20,000 package. And, he’ll probably be so anxious to be on television he won’t have any idea what I just did…and he’ll buy.”
First, let’s put aside the fact that you would never even want to do something like that because you are a principle-based sales professional and what he did is totally beneath you.
However, there is also a very selfish reason for not acting that way…it ain’t good for business.
The moment the prospect understands they’ve been lied to, the sale is over. There is no trust involved. And, even if the prospect is temporarily “bamboozled” enough to buy on the spot, he’ll rescind once consciousness has been regained. (I know, not always, but usually.)
This doesn’t mean he should have left a voicemail message telling me that he wanted to sell me an advertising package with a pricetag of $20,000. Of course not. I wouldn’t have had nearly enough information to reach a logical conclusion on my own. However, he did need to find an honest way of eliciting my interest in order to ensure a return call
(Actually, anyone who knows me knows I return all reasonable calls but I realize that most people don’t so the voicemail should inspire curiosity…but must be presented honesty. An excellent teacher of this skill is Art Sobczak.)
I love what my friend, Gill Wagner, President of Honest Selling says:
“Sell with manipulation and the world is your battlefield.
Sell with honesty and the world is your playground.”
It’s also a lot better for business.