How do Sales People Get my Information? Part 6 of 13
This is part 6 of the blog series, “How do Sales People get my Information?” This blog series is designed to educate companies on the most common and newest techniques sales people use to infiltrate their organization to find a person who they can sell to.
Technique #6
The Survey Technique
I like the Survey Technique because of the subtleness and devious soft approach it offers.
The way this technique works is the salesperson calls up and says they are conducting a survey and they would like to know, “Who is best fit to answer questions about (blank).”
Whoever answers the call will unwittingly forward the sales/survey call with the salesperson’s entire objective to talk with the decision maker to ask leading questions.
The results of the survey are really not of primary interest to the salesperson.
The salesperson’s main goal is to “capture” phone numbers, extensions, and email addresses of the decision maker so they can solicit at a later date.
Even if the decision maker states they don’t participate in surveys the salesperson will respond, “Well you do want to know the results of the survey, don’t you?” Or a softer way to say this is, “Would like to know the results of the survey your competitors will be receiving?”
The previous questions may seem very subtle and non-threatening but how do you think they are going to get the results of the survey out to the decision maker? -- Through email.
Then the decision maker’s email is put onto an “opt-in” mailing list to be contacted later.
Eat your heart out Richard Dawson.
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At ConnectionForce, we have created the very first online sales filter to allow you to pre-screen potential vendors before you agree to a meet with them.
Our goal is to totally eradicate Cold Calling as a sales technique within the next 5 years. (2015)
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