Sales POP - Purveyors of Propserity
3 Reasons I Won’t Take Your Call
Blog / All About CRM / Nov 11, 2014 / Posted by Matthew McDarby / 7578

3 Reasons I Won’t Take Your Call

Note To All Salespeople: If you plan to call me, you should know that there are 3 reasons I won’t take your call.

I am a senior executive in my company, and you should do everything in your power to understand what matters to me if you want to do business with me.  However, if you plan to call me, you should know that there are 3 reasons I won’t take your call, Mrs. or Mr. Salesperson.

First, I’m busy, and I don’t have to.  I have plenty to do during the course of the day…problems to solve, opportunities to try to capture, details to which I need to attend.  When I need you or someone like you, I will look you up, doing things like the following:

  • I am going to try to clarify how I can solve my problems or address my opportunities on my own.  I can educate myself on what other companies have done to address similar issues without your help.

  • If I conclude that I should take some action, I will visit your company’s website and the sites of several other companies that appear to do the same thing you do. I’m a bit of a do-it-yourselfer, so I may also look for solutions that I can implement on my own without outside help.

  • If I think we might gain advantage by bringing in some outside expertise and help, I will ask a lower level manager to gather some information.  That person will take your call, and though you will see them as your ‘primary point of contact,’ you should know that they have no power whatsoever to make decisions.  I have the power, and I won’t use it until or unless they pull together a strong business case that convinces me that I should take action to address the problem or opportunity I asked them to investigate.

Second, I make decisions on my timeline, not yours. While I appreciate that there is some urgency for YOU in our getting together, I don’t have that same urgency. I act with urgency when one or more of the following conditions are met:

  • I have a problem that is so big and gnarly that I must act. Sure, I have business problems. Who doesn’t?  But if I spent time addressing every little problem that arose in our business, I would get nothing done.  I have to prioritize, and unless I believe a problem is costing us significantly and creating a bunch of other knock-on effects, I simply won’t act.

  • I have an opportunity I absolutely must pursue.  Nothing motivates me more than identifying a big opportunity for my business, but those opportunities don’t arise and make themselves known every day. When they do, I act as quickly as I can without disrupting my business.

  • I have arrived at a new or different way to address the issues that exist in my business.  Did you ever have one of those “Eureka” moments?  When I have them, I move quickly to put the new idea or solution in place.  I will act swiftly on creative ideas that help me to achieve an outcome that I really want or need.

Third, your message (whether it was a voice message, an email, or some marketing material that I happened upon) didn’t help me understand why I should talk to YOU versus someone else. Don’t make me work hard to figure out who you are and why I should speak to you. My job is hard enough.  Maybe you should work harder at yours, and figure out what you want to be known for! Once you’ve done that, try to reach me again. No promises, but I might get back to you.

Does this peek into the mind of a busy executive resonate with you? If so, why? Can you really do anything about these 3 reasons why a senior executive won’t take your call?

Related Posts:

Get your free trial of Pipeliner CRM now.

About Author

Matt is founder of  United Sales Resources and Managing Director at Specialized Sales System, a sales performance company focused on sales management coaching and specialized sales system development. He is the author of The Cadence of Excellence and many sales white papers and advisory briefs.

Author's Publications on Amazon

What would it be like if you had greater control over and impact on your sales team’s performance? What new opportunities would you be able to capture? What problems would you solve? What degree of personal growth would you experience? What about your people? Sales…
Buy on Amazon
In The Divine Comedy of Sales, Matt McDarby offers a clear view of great sales leadership by looking through the lens of the people being led. What are the qualities of the sales leaders you would be inclined to follow? What actions do they take…
Buy on Amazon
"The Ultimate Differentiator: The Sales Manager’s Guide to Talent Development" is for sales leaders who need to achieve growth in highly competitive or commoditized markets, where products and services alone provide little or no differentiation for customers.
Buy on Amazon
This website uses cookies. By continuing to use this website you are giving consent to cookies being used. For information on cookies and how you can disable them, visit our privacy and cookie policy.