Four years ago, I was invited to listen in on a “sales” training call conducted by a national pro-life organization that is well-known in the Pro-Life Business Industry.
I was excited because I was at the beginning of a steep learning curve about how “sales” works in the Pro-Life Business Industry.
I couldn’t wait to hear what the sales pros at Pregnancy Help Centers actually said to an abortion-minded woman the first time she made contact with them.
I was excited to learn techniques that were proven effective at persuading abortion-minded women to make an appointment at a PHC instead of going to Planned Parenthood.
On this national conference call were many leaders of PHCs from around the nation who wanted to know how they could compete more effectively against Planned Parenthood.
You’ve Got to Be Kidding Me
My anticipation for this call had already put me in an excited emotional state, which probably didn’t help when I heard the sales trainer, who had reportedly taken many thousands of calls from abortion-minded women over the years, respond to one of the PHC leader’s simple question, “What should we say when the woman calling asks if we provide abortions?”
I was excited to hear the answer to that!
Our decorated sales trainer (well, decorated in her own mind I think) responded with something like: “Make sure you let them know immediately that your clinic neither performs, nor refers for, abortions.“
I almost had a heart attack.
I don’t get angry very often, but that moment, and for several hours after, was the angriest I have ever been about something related to the work I do in pro-life.
That very day, this scripture passage came to my mind: “For the children of this world are more prudent in dealing with their own generation than are the children of light.” Luke 16:8
I printed that passage out on a sheet of paper, and stuck it to my office wall where it remains to this day, reminding me that we in the Pro-Life Business Industry can at times be our own worst enemies.
Why Help Your Competitor Be More Competitive?
I was very curious why that sales trainer’s advice was to do the exact opposite of what a good salesperson should do.
I did some digging, and over the years have learned more details, but for purposes of this short article I will summarize the reason as this: FEAR.
To make a long story short, the national sales organization that conducted the sales training used to recommend what I would call an effective sales approach when a woman asks the question, “Do you provide abortions?”
They used to recommend that you not answer the question directly, at least not initially, and instead start asking her questions in order to better understand her situation, and build a relationship of trust.
Smart.
So, what changed?
A national pro-abortion organization, not Planned Parenthood, in the process of doing competitive intelligence and placing mystery calls where they would act as if they were women facing unexpected pregnancies, cried foul.
Their claim?
That by not directly answering a woman’s question, “yes” or “no,” right off the bat to the question, “Do you provide abortions?”, the PHC sales professionals were engaging in deception.
Choosing Not to Be the Adult in the Room
Now, if one thinks through that claim carefully, it is a silly claim.
Nothing says that answering a “yes-no” question with anything other than “yes” or “no,” is deceptive.
Anyone who thinks that is childish.
And by the way, if you’re a faith-based person and what I just said makes you uncomfortable, then open your Bible and observe how many times Jesus refused to answer “yes-no” questions, but instead turned the tables on his interlocutors by asking them questions. (Read Mark 12:13-17 for just one example)
A deceptive answer by a PHC would be, “Yes, we do provide abortions. Let’s get you set up for an appointment,” and then dropping a surprise on the woman when she shows up that the PHC doesn’t, in fact, provide abortions.
That would be deceptive. Very much so.
But instead of standing its ground and pushing back on the pro-abortion organization’s claim, the national pro-life organization caved in because they were afraid of being sued for deceptive business practices.
What a shame.
I think if the organization had been run by folks with backgrounds in competitive businesses, they would have stood their ground, and even if sued, would have won in court.
Giving in to fear helped Planned Parenthood tremendously, who probably couldn’t believe their good fortune that their competitors, by claiming “…we neither perform, nor refer for, abortions…” in reality, did exactly that: refer for an abortion.
Why?
Because the woman’s next call would be to Planned Parenthood.
Regards,
Brett
