If you know anything about selling techniques you know a good sales presentation progresses through several stages.
You will save time if you can intercept at any one of the stages of: approach, determining needs, dog-n-pony presentation with numerous enticing appeals, handling objections (very time consuming) and the close.
All of us put up our best resistance during the approach stage If it's a local telephone call, the seller is often selling a face-to-face interview. Of course, we want to know what is being sold. Once known, we intercept by stating we do not have a need for such. The seller is most likely to say, "You haven't seen or heard my proposal." (refer to the radio story below.) When a person calls you and mentions the purpose of the call - that's a proposal.
If you allow the conversation to advance to the next stage, a logically sounding phrase with a firm closed ending is very disruptive to a sales presentation. A disruption is an opportunity to exit and save your time. Perhaps the presenter was so intent on delivering a pitch that he or she was not listening. So, repeat it.
Anticipate the content of each stage such as questions about your needs, features to be presented, and the possible appeals to which you could be susceptible. Devise pro-active phrases to counteract before they gain full bloom.
To say you have no money has not much credibility. Whereas, saying there is no provision in the current budget does. The budget controller can be a mysterious person who cannot be dissuaded. End of conversation and time saved.
To avoid lengthy rebuttals to your objections – keep silent – politely thank the caller for considering you for the proposal.
If you do submit to a presentation and you allow a bit of subterfuge in your life, arrange for a session ending event such as having someone interrupt at a prescribed time.
This may sound like advice for resisting a sales pitch. It is, in a way. But, it's presented here as a time saving tip.
If you know little about selling it's a good idea to study the routine - even if you are an accountant without an ounce of empathy for salespersons and their methods. Learn the interception opportunities to save your time.
He was selling time on his radio broadcasts and I was intent on saving my time. On his first call I was pre-occupied with other matters so I agreed to a call on the next day.
On the second call he proceeded to sell the interview. I replied, "I've given your proposal some thought and have decided it is not a good media choice for us this year.
"But, I haven't presented my proposal yet," was his astonished reply.
"Yes, you did," I said, "You proposed I consider using radio to promote my business. I have sufficient knowledge about media selection and the approximate radio time cost for minimum effective frequency, continuity and pulsing. That amount is not in this year's promotional budget. In addition, our message strategy does not match with audio only." To paraphrase, jargon baffles brains.
"I don't think getting together is a good use of your time or mine."
Within the space of a 30-second radio commercial I was able to snap the lid on my cell phone and continue with a more important use of my time.
"You have made me a proposal" is a pro-active move to thwart an advance to the next stage.
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