Not getting through voice mail or gate keepers?
Gate-keepers first
Treat gate-keepers just like the main target you wish to speak to, they can either be a massive help to you or an insurmountable barrier. Gate-keeper are taught to ask questions so as the sales person you need to be fully prepared with those answers and some questions of your own. If you don’t ask a question they will..!
Their main questions are
1. Who is calling?
2. What company are you from? And the killer question
3. What is it in reference to?
4. Is he/she expecting your call?
5. Are you a current supplier?
Option A ~ Answer their main questions in “one opening sentence” and ask a question of your own
Hello, this is Bob Hayward from XYZ, I am calling with reference to some correspondence between our two companies. Is Mr Surname in?
Remember to ask ~ Is Mr Surname in? If he is they “think yes” and are far more likely to put you straight through.
Option B ~ If you haven’t sent them anything in the post sell to the gatekeeper asking closed questions designed to get a yes response.
Treat gate-keepers just like the main target you wish to speak to, they can either be a massive
help to you or an insurmountable barrier. Gate-keeper are taught to ask questions so as the
sales person you need to be fully prepared with those answers and some questions of your
own. If you don’t ask a question they will..!Their main questions are
1. Who is calling?
2. What company are you from? And the killer question
3. What is it in reference to?
4. Is he/she expecting your call?
5. Are you a current supplier?
Option A ~ Answer their main questions in “one opening sentence” and ask a question of
your own
Hello, this is Bob Hayward from XYZ, I am calling with reference to some correspondence
between our two companies. Is Mr Surname in?
Remember to ask ~ Is Mr Surname in? If he is they “think yes” and are far more likely to put
you straight through.
Option B ~ If you haven’t sent them anything in the post sell to the gatekeeper asking closed
questions designed to get a yes response.
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