Preparing for Greatness ~

Bust Through the Gatekeeper.

Getting Through to the Decision-Maker.

It's both a salesperson's worst nightmare and an everyday occurrence: You find a promising lead with all the makings of a sale.  You make the call with contact name and a perfectly crafted and well-rehearsed opening line at the tip of your tongue.  The receptionist answers. "I can take a message for you," she says.  "No, I'm sorry.  She does not have voice mail.  No, she does not use email."  You do not get through.  The opening line dies in your mouth along with your enthusiasm.

Get the Name

The biggest mistake sales people make is not asking for the right person.  If you find yourself without the name of the appropriate decision maker, ask the receptionist for a contact by title, as opposed to "decision maker" or "your boss."  By asking, "Who is the Branch Manager?" you're asking the receptionist to come to the conclusion for you, which makes him or her feel helpful and more likely to transfer you directly through.

If this doesn't work, speak to the gatekeeper as if her boss is in fact in charge of purchasing your product.  Simply start the conversation as if their boss is the right person to speak to.  This is called 'pattern interrupt.' It isn't what the person expects the conversation to be like, and they will immediately correct you and offer the right decision maker.

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