Question
Topic: Strategy
Thoughts On A New Sales Prospecting Method
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Here's what's happening:
1) A service provider calls my company and intentionally(?) asks for the wrong department (almost always Sales).
2) The service provider talks with this wrong department and asks for the name of the right person, and also for the name of the person they are currently speaking with.
3) The service provider calls me and uses the name of the person in the other department frequently, dropping in comments about how excited this other person was about the offering and how they knew I'd be interested and would want to start their service right away. (*when the actual conversation was more like "I don't handle that - you should talk to Tate.")
My questions:
1) I know this is a somewhat common sales tactic, but is anyone else out there doing it in this basic (and downright gutsy) fashion? If so, why? Does it work?
2) Is the assumption that we won't go back and check their reference?
3) Does anyone know of a training class or book that espouses this strategy so I can track this back to the source?
4) My real question - do any of you use other marketing tactics that have the potential to bring fast success (e.g., shortcut the traditional sales cycle), but could also completely eliminate your potential to ever do business with an account? If so (and you don't mind sharing trade secrets or failures) I'd love to hear about them.
Thanks in advance for sharing your thoughts and experience.
...I just can't fathom a healthy business plan that could alienate prospects by falsifying bonafides... but it must be working for someone...
Tate