Phone Sales and the “I’ll Be In Your Area on Tuesday” Trick

The other day, I was talking to a professional individual who deals with many different companies for her clients. The various companies all have their own sales reps, and they try to schedule appointments, although it is tough with her busy schedule, although occasionally she does wish to meet with certain companies to see what they have going at any particular time. She happens to be involved in the financial planning sector.

When the salesman calls up it’s always the same line, and sometimes it is their secretaries which call up;

“I will be in your area on Tuesday, if we could sit down and have a chat about our latest asset allocation portfolio solutions.”

Or,

“Mr. Jones will be in your area on Thursday and he has time between 10 AM and 2 PM to meet with you regarding a new mutual funds or REIT which has been approved by your firm, can I schedule an appointment with you now?”

The funny thing about all this is that the financial planner has an area code that she used before she moved her office, and when they call up they have no idea where her office is, and yet they say they will be in the area. She told me she had half a notion to say; “oh really, and what area might that be.” You see, she knows that they are trying to set up a schedule to meet various people all in one area on the same day, but when they call they don’t know what area she’s in. They’re merely making an assumption.

In other words, in this profession strict details are very important to serve your customers and clientele, but in this case the sales reps selling the various financial products or repping for their company are not being precise, in fact they don’t know, as it is a little ploy that is used in phone sales to help set up meetings. In some regards you could call this a little white lie, but it should also be a red flag letting you know that a salesperson that doesn’t know anything about you is pretending to have information they do not.

If someone is doing that in their phone sales tactics, then how can you trust them to give you the straight skinny, good advice, and offer what is truly best for your client and their financial matters? The reality is you can’t, and that might be something that triggers a red flag. Indeed I hope you will please consider this if you are a sales rep, or if you have someone trying to sell you something, you might wish to question their integrity a bit further.