Tuesday, July 20, 2010

Meeting their numbers

As a small business, we're regularly being pitched by the "small business" segment of much larger companies. Their tactics range from simple emails announcing a new product release, to incessant phone calls urging us to get back to them as soon as possible because their VP is going to be in Chicago and he needs to meet with us. My favorite is the "we spoke several weeks ago and you were quite interested in following up on outsourcing all your development to us." Sorry, I don't know you.

Recently I've noticed an uptick in the blatant "help me meet my numbers" or the crazy car salesman-esque "it's the end of the quarter and my management's gone nuts - call me back before they come to their senses!" There is no pitch about the product or any kind of argument about why I need whatever is being sold. It's simply - "I'm really trying to meet my numbers, can you help me out?"

I got this one today from a Cisco WebEx guy:

I've never spoken to this person before. I don't even think he's one of the guys who has left 25+ messages on my voicemail over the last year. Does this type of sales psychology actually work?

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