When we try to reach the decision makers when cold calling we often struggle getting a return call. What if we showed you how to do it in just 10 minutes? Would you be surprised?

One member was surprised by a return call from a busy CEO just 10 minutes after he asked the executive’s receptionist for help. The member had mentioned his problem statement to the receptionist and emailed her a set of pertinent questions. What should you do to prepare for a call back from a decision maker?

• Receptionists, secretaries, gatekeepers - whatever you want to call them - are extremely knowledgeable about what is happening within their companies. Treat them as you would a decision maker.
• Most gatekeepers don’t get this respect from anybody who is selling. Sales people often try to bypass them. This is a mistake because it shows disrespect and breeds resentment.
• Approach gatekeepers with the same opening phraseology and the same problem statement to allow a dialogue to emerge. If you respect their knowledge of the company and acknowledge that they’re bright enough to handle your question, in many cases they will help you.
• Prepare for the decision maker’s return call by coming up with three or four questions related to the problem you solve. Be ready for a natural conversation.
• When the call back comes, you can say, “Yeah, I did call you. I just had a few questions related to your situation …” Whatever that might be, just have those questions ready in order to launch a natural conversation.

With this strategy many gatekeepers will assist you without even asking…Cold calling shouldn’t be painful it should be conversational.

Until next time,

Keep calling and keep it conversational…

Ari Galper, founder of Unlock The Game, makes cold calling painless and simple. Learn his free cold calling secrets even the sales gurus don’t know. To receive your 10 free audio mini-lessons visit: http://www.UnlockTheGame.com. 

Tags: cold caling, cold calling techniques, cold calling training, sales rejection, sales techniques, Sales Tips, Sales Training

This entry was posted on Thursday, November 20th, 2008 at 10:00 am and is filed under Ari's Posts. You can follow any responses to this entry through the RSS 2.0 feed. Responses are currently closed, but you can trackback from your own site.