Sell Unto Others: The Hypocrisy of Sales Professionals

Updated on May 21, 2017
Luke Kinton profile image

Luke is a sales and digital marketing coach/consultant who focuses on businesses and professional services that want to dominate.

While walking into a local insurance agent's office recently, I noticed a big sign on the door:

Absolutely No Soliciting.

I laughed at the irony (as that part of his sales practice is to walk into businesses and try to sling policies unannounced) and remembered back to another interaction we had together in the past when I was working with him regarding sales calls.

His philosophy was "100 cold calls a day" and although I never did the full 100 (because it is an abusive practice that adds zero value in the eyes of the customer), I did a fair amount each day, peddling policies to people who weren't interested or leaving voicemail. He preached the "value" of calling people nonstop and how effective it was for business (it wasn't). However, I manned the phone like I was told and pushed through.

Then the phone rang.

One of our account managers from a lead company was calling to talk to the agent. I put the salesman on hold and walked over to the agent's office.

"Joe Soandso from the internet lead provider is on the phone for you..." I said.

"Ugh...no... I'm not taking his call. I hate sales people calling me. Just hang up on him." the agent responded.

I was taken aback. Shocked even. No words could escape my mouth.

The same agent who championed the value of cold calling and pushed "100 calls a day" just told me that he finds no value in cold calls? What makes him so special over other consumers? Isn't this guy doing the same job I am...therefore you are admitting that what I do is an annoyance and has no value?

Needless to say, I didn't hang up on the guy. I gave him the truth and he laughed. After thanking me for my honesty, he said he'd call back another time.

The agent's response made me see how many people in the profession of sales believe the BS of cold calling effectiveness and champion it with their sales buddies, while going through great lengths in avoiding anything cold call sales related that may benefit them.

Every insurance agent wants to quote and pitch you, but too many of them want to leave the relationship one-sided. Even then, if you are quoted and you aren't interested at the time.. they just walk away. Many won't even simply follow up with you just to maintain a relationship.

Relationships aren't based on monologue, but dialogue. If you are wanting to have people listen to your amazing new term life product and become your customer, you have to provide the same consideration in return. Sales isn't a numbers business... it is all about relationships and you can't have a relationship if you are fueled by 100% self -interest.

If you want to sell more, buy more. If you want people to listen to you, listen more. If you want people find value in you, find value in them. Cognitive dissonance and self-interest will only get you so far in this new day and age.

In sales, do you cold call, but ignore those who are cold calling you?

See results

Comments

    0 of 8192 characters used
    Post Comment

    No comments yet.

    working

    This website uses cookies

    As a user in the EEA, your approval is needed on a few things. To provide a better website experience, toughnickel.com uses cookies (and other similar technologies) and may collect, process, and share personal data. Please choose which areas of our service you consent to our doing so.

    For more information on managing or withdrawing consents and how we handle data, visit our Privacy Policy at: https://toughnickel.com/privacy-policy#gdpr

    Show Details
    Necessary
    HubPages Device IDThis is used to identify particular browsers or devices when the access the service, and is used for security reasons.
    LoginThis is necessary to sign in to the HubPages Service.
    Google RecaptchaThis is used to prevent bots and spam. (Privacy Policy)
    AkismetThis is used to detect comment spam. (Privacy Policy)
    HubPages Google AnalyticsThis is used to provide data on traffic to our website, all personally identifyable data is anonymized. (Privacy Policy)
    HubPages Traffic PixelThis is used to collect data on traffic to articles and other pages on our site. Unless you are signed in to a HubPages account, all personally identifiable information is anonymized.
    Amazon Web ServicesThis is a cloud services platform that we used to host our service. (Privacy Policy)
    CloudflareThis is a cloud CDN service that we use to efficiently deliver files required for our service to operate such as javascript, cascading style sheets, images, and videos. (Privacy Policy)
    Google Hosted LibrariesJavascript software libraries such as jQuery are loaded at endpoints on the googleapis.com or gstatic.com domains, for performance and efficiency reasons. (Privacy Policy)
    Features
    Google Custom SearchThis is feature allows you to search the site. (Privacy Policy)
    Google MapsSome articles have Google Maps embedded in them. (Privacy Policy)
    Google ChartsThis is used to display charts and graphs on articles and the author center. (Privacy Policy)
    Google AdSense Host APIThis service allows you to sign up for or associate a Google AdSense account with HubPages, so that you can earn money from ads on your articles. No data is shared unless you engage with this feature. (Privacy Policy)
    Google YouTubeSome articles have YouTube videos embedded in them. (Privacy Policy)
    VimeoSome articles have Vimeo videos embedded in them. (Privacy Policy)
    PaypalThis is used for a registered author who enrolls in the HubPages Earnings program and requests to be paid via PayPal. No data is shared with Paypal unless you engage with this feature. (Privacy Policy)
    Facebook LoginYou can use this to streamline signing up for, or signing in to your Hubpages account. No data is shared with Facebook unless you engage with this feature. (Privacy Policy)
    MavenThis supports the Maven widget and search functionality. (Privacy Policy)
    Marketing
    Google AdSenseThis is an ad network. (Privacy Policy)
    Google DoubleClickGoogle provides ad serving technology and runs an ad network. (Privacy Policy)
    Index ExchangeThis is an ad network. (Privacy Policy)
    SovrnThis is an ad network. (Privacy Policy)
    Facebook AdsThis is an ad network. (Privacy Policy)
    Amazon Unified Ad MarketplaceThis is an ad network. (Privacy Policy)
    AppNexusThis is an ad network. (Privacy Policy)
    OpenxThis is an ad network. (Privacy Policy)
    Rubicon ProjectThis is an ad network. (Privacy Policy)
    TripleLiftThis is an ad network. (Privacy Policy)
    Say MediaWe partner with Say Media to deliver ad campaigns on our sites. (Privacy Policy)
    Remarketing PixelsWe may use remarketing pixels from advertising networks such as Google AdWords, Bing Ads, and Facebook in order to advertise the HubPages Service to people that have visited our sites.
    Conversion Tracking PixelsWe may use conversion tracking pixels from advertising networks such as Google AdWords, Bing Ads, and Facebook in order to identify when an advertisement has successfully resulted in the desired action, such as signing up for the HubPages Service or publishing an article on the HubPages Service.
    Statistics
    Author Google AnalyticsThis is used to provide traffic data and reports to the authors of articles on the HubPages Service. (Privacy Policy)
    ComscoreComScore is a media measurement and analytics company providing marketing data and analytics to enterprises, media and advertising agencies, and publishers. Non-consent will result in ComScore only processing obfuscated personal data. (Privacy Policy)
    Amazon Tracking PixelSome articles display amazon products as part of the Amazon Affiliate program, this pixel provides traffic statistics for those products (Privacy Policy)