Don't Be Seduced by a Shady Sales Rep:
Six Indications You're Talking to a Shark
I stayed on the phone because Jim's promises were grand and his credentials looked good on paper. I wanted to hang up because he was pushy and deprecating. I suspected he was a sales predator, but I wanted to be sure before I passed on the "incredible opportunity" he offered me.
Jim's enticement seduced as his pressure repelled. But I've been fooled enough to not let the attraction I felt bind me to the indicators that this was not a man I wanted to do business with.
How can you tell whether you're dealing with a talented sales professional who wants to overcome your objections to investing in something you need, or a shark who is attempting to get your dollars against your better judgment for something that has no value?
You pay attention to the six red flags I heard talking to Jim - each one a signal you might be dealing with a shark.
Red Flag #1: Extreme Promises. An "Incredible Opportunity" There is a saying, if it sounds too good to be true, it probably is. Jim referred to his incredible opportunity several times. If someone I know and trust tells me something is incredible, I'll be inclined to believe them, but from a vendor I don't know, an incredible opportunity is rarely credible.
Red Flag #2: Higher Authority. "The 'Big Guy' won't hold the offer open long." There are two red flags in this remark.
Jim put me on hold while he checked with the "Big Guy" for permission to make me a better deal. Yeah, right...it can't have been more than twenty seconds before he got back to me with the approval. I would have been stunned if he actually spoke to anyone in that time. Referring to a higher authority can be authentic, but more often it is a standard negotiation technique to give the impression of a special deal.
Red Flag #3: Immediacy. "The 'Big Guy' won't hold the offer open long." Jim applied pressure for me to decide immediately. While there can be good reasons for immediacy, and good sales reps know that it's important to close the deal while the prospect is "hot," this kind of immediacy is often created to keep the prospect from considering the offer carefully and checking it out.
Red Flag #4: Set-up Questions. He asked, "If I could bring thousands of paying customers to your web site, would you be mad at me?" Jim asked this question to get me saying yes - and there's nothing wrong with that. But because the answer was so obvious, I felt set-up. Also the question carries with it the assumption that he can get me thousands of paying customers. The question was worded in a way to get me thinking about how I would feel and to discourage me from questioning whether Jim could deliver or not.
Red Flag #5: Emotional Manipulation. When I objected to Jim's tactics, he acted affronted. When I tried to get Jim off the script and to speak straight with me, he acted affronted and offended. He implied that because I didn't want to play the game his way, I was rude and unpleasant.
The Clincher - Red Flag #6: My Visceral Reaction. Talking to Jim, I felt like I once did with a manipulative former lover. Jim reminded me of Tom - a charming fellow who could convince me that black was white and up was down. My conversation with Jim brought back those familiar conflicted feelings. I was attracted to what Jim said he could do for me and that attraction tempted me to override the familiar emotional signals that - like Tom - Jim was not what he represented himself to be. It took years to unhook from Tom. It took me minutes to unhook from Jim.
The Truth about Jim Revealed
After I passed on Jim's offer, I searched the web for information about him and his company. I discovered plenty of angry posts about their bad business practices. My impressions were confirmed.
When a sales rep makes you an incredible offer, listen to what s/he has to say, and also pay attention to the six signals that you just might be talking to a shark. It can save you money and headaches.
In my book How to Use PowerPhrases, I talk about how to use questions to get people to say yes in a responsible way. Visit the SpeakStrong store for you copy today.
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Meryl Runion and Speak Strong (SpeakStrong) provides Power Phrases (PowerPhrases) and other tools to help you improve communication skills at work and at home.
She is the author of the books PowerPhrases!, How to Use PowerPhrases, Perfect Phrases for Managers and Supervisors, and How to Say It: Performance Reviews. She can be reached at 719-684-2633 or by email:
