Click logo to go to website

Thursday, February 10, 2011

Is this how Canary Wharf and other City addresses earn their bonuses?

An interesting little communication cameo was played out this afternoon.

I took a cold call from someone in Canary Wharf, canvassing me to purchase some advertising space on a social media site.

I have no problem with the sales principle here, but the manner in which it was played out was a revelation. It is said that on the phone, 85% of understanding comes from the sound of your voice and only 15% from what you actually say. First impressions do count, but today my canvasser scored a minus all round.

After an early question to establish that I was the decision maker, I was subjected to a staccato volley outlining how good the advertising opportunity was and that “ is a fact”. A fusillade of statistics followed for what felt like an eternity. No subtle soft schmoozing sale here. Reasoned features, benefits, logic and emotion were not on the agenda.

It is difficult to assess what one’s response should be. I tried telling the caller that he was talking too quickly and not giving me space to reply. The response was an audible gulp and the briefest of pauses followed by: “Well, I am the top salesman and meet my targets.” Not much listening then.

It beggars belief that a time when the economy is in dire straits, this type of arrogance comes out of one of our top commercial addresses. Has the bankers’ hubris just down the road become a contagion? I wished my caller well with his next conversation, but I am sure the irony eluded him and his arrogance moved obliviously onwards to the next name on the list. Is this how they get their bonuses?

No comments:

Post a Comment

What do you think?