If I'm Interested, I'll Call You

"If I'm interested, I'll call you." Salespeople hear this all of the time. It is really just a passive-aggressive way of saying, "Leave me alone!" Perhaps you've found yourself saying this to a salesperson who calls your phone. You're thinking, 'Who is this and how did they get my number?' You certainly don't have any intention of calling them back...ever. You are not interested, because you neither know nor do you care what they are selling. They are interrupting you. If you need something, by golly, you'll go out and get it yourself. You don't need some pushy salesman prodding you to do so.

Or do you? Let's do a thought experiment. Stop and think about all of the things you own. Which of those things did you just go out and get without any advice, suggestion, or referral from someone else. How did you come to acquire your television? Somewhere along the line, someone convinced you of the value in having one--perhaps even one of a particular size or brand. What about your clothes? Why do you wear the style of clothing you wear? Do you think that you chose to wear khakis to work instead of sweatpants simply because you thought it was a good idea? Don't you think that someone, somewhere along the line, convinced you that khakis were more professional? Let's even consider the things you do. Of the 10 movies that are currently showing, why did you go see the one that you did? Weren't you convinced by someone or something else that it was the best of all available options? Whether it was a friend's advice, a movie preview, or the score on Rotten Tomatoes, you were sold by something. You didn't decide on your own.

Frankly, there is nothing about which you can say you've done it entirely of your own accord. Every experience you have is a seed planted that may someday grow into your future activity. No matter what you do, no matter what you buy, you are not doing or buying those things solely because you 'feel like it.' You aren't merely doing what interests you, what you value. You are doing what you have been convinced that you should value. Like it or not, you have been sold. You have been persuaded to take a particular course of action. But you are okay with it, because it's subtle. You don't realize that you've been sold, so you buy.

Why do you tell the salesperson that you will call him back when you are interested? Why do you say that you will let him know when you are ready? You know that you cannot ever buy anything, or do anything, without knowing what that thing is and what it offers you. Why will you not hear out the salesperson's proposition? It is not because you aren't interested in what they are selling. It is most likely because you don't trust them. You trusted the television advertisement of the big screen tv. You trusted the person who told you how to dress properly for work. You trusted the movie review you read before going to the theater. That is why you made those purchases or engaged in those activities. But you don't trust the salesperson.

Salespeople need to take heed of this reality: trust is the way to a buyer's heart. Maybe then you will at least listen to them.