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Sales Tip Quick Ways to Get a Decision Maker on the Phone
>> YOUR LINK HERE: ___ http://youtube.com/watch?v=bsWaAslm8Hk
http://www.blitzmasters.com Welcome to another episode of Coffee Coaching with Andrea Sittig-Rolf, CEO of BlitzMasters and creator of the Blitz Experience. Do you ever get the feeling that a receptionist is trained to keep you away from connecting with your prospect? Guess what: She is. It may seem like there's nothing you can do about it, but there are actually a few tricks you can use to mitigate this frustrating reality. The receptionist can either make or break you. She holds the key to success in directing you to the person you want to talk to in her organization. • First, you want to engage the receptionist and be genuine in your approach. Ask her to be your hero. Everyone wants to be a hero. Many times, just by logging onto a company's website, you can find the name of the CEO or president. Make note of this before making your call. Let's say the CEO's name is John Jones. Here's how the conversation with the receptionist should go: • Receptionist: ABC Company. How can I direct your call? • Andrea: Hi, my name is Andrea Sittig-Rolf. I'm with BlitzMasters. I was hoping you could help me. I'm looking for the person in your organization who would make a decision regarding sales training. That wouldn't be John Jones, would it? • Receptionist: Oh, no, that wouldn't be John Jones. That would be Bob Smith. • Andrea: Great. Can I speak to Bob please? Sure, I'll transfer you. • Believe it or not, this technique works most of the time. The idea is that the receptionist doesn't want to bother John Jones. It's almost a relief for her to be able to transfer your to Bob Smith. Even if you're unable to speak to Bob Smith during this particular phone call, at least now you have the name of the person you have to talk to the next time you call. Receptionists don't screen calls as much if you have the name of the person you want to talk to. • On another note, always say please and thank you. Simple courtesy goes a long way. • In the event you are talking to someone who is not the receptionist or a decision-maker and they tell you, I'm not the one to talk to regarding your product or services, don't say, Oh, well who is? Say, Really? What is it you do? Engage the person in conversation before asking the person you need to talk to. • Another tip is to ask for the sales department when the receptionist answers. Callers aren't screened when the call the sales team. Once you get a salesperson on the phone, say, Hi, I'm not sure if you can help me, but can I talk to the person in charge of your IT decisions? Who would that be? Salespeople aren't trained to screen calls, so chances are you'll get plenty of information about the company you're calling on as well as the person you really need to talk to. • Finally, when the receptionist answers, you can also try asking for the accounting department or accounts receivable. You won't get screened by the receptionist for those departments and the workers in those departments aren't trained to screen either. Chances are you'll get the answers you need. • Use these tips to connect with your desired decision-maker. Thanks for watching and be sure to check out other episodes of Coffee Coaching.
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