How do Sales People Get my Information? Part 8 of 13
This is part 8 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 #8
“The Columbo Technique”
Yes, it is actually called the “Columbo Technique,” after the very popular show Columbo with Peter Faulk.
I have used this technique many times and here is how it works.
You know in Columbo the main character would ask the suspect tough hard questions and then say, “I appreciate your help; I gotta’ go now.”
Then Columbo would cleverly touch the door knob and open the door and then turn around in the door way like he forgot something. Columbo would say, “Oh, just one more thing…” and then Columbo will ask his final question.
Now with the suspect’s guard down, the suspect will almost volunteer any sensitive information that Columbo would ask.
The idea with this technique is to make you think the sales person is leaving.
You will think, “Whew, I am glad he is gone.” This makes the you relax and let your guard down.
The sales person will actually walk to the door and touch the handle and then stop and turn around.
The next question they ask will be the answer they wanted all along – which is valuable information on how to navigate through your company.
This seems to be very effective with Front Desk Receptionists and Office Managers, unfortunately.
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This blog is dedicated to help businesses increase productivity, decrease expenses and increase cash flow.
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)
We are committed to making office managers and purchasers jobs easier by making sales people better.
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