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Getting Past The Screener
Building Essential Telephone Sales Skills - Phone
Sales. Use the Receptionist as a Resource. Talk with the Screener. Manage
Put-offs.
Use the Receptionist as a Resource
1. Use the switchboard or receptionist as a resource, by asking for their
help. Say, "I know your'e very busy, so put me on hold whenever you
need to. Please tell me..."
2. Get them to give you the name of the person you need to speak wit,
checking the spelling, correct title and pronounciation.
3. Check whether your prospect has a secretary, and what their name is.
4. Enquiry about the company structure, divisions, and so on.
Talk with the Screener
1. Treat the screener with respect and you will increase your chances
of talking with more buyers.
2. Be an important person. If the screener says "Mr. Smith is in
a meeting", say "Terry, I'm also on a tight schedule, and I
really need to speak with him. Can I call back at 2:30pm?"
3. Take the time to explain why you are important and don't get irritated.
Instead of frustration, view the screener as an opportunity.
Manage Put-offs
1. If the screener says: "Just send some information and I'll see
he gets it", respond with "I'd be happy to. I was calling to
find out exactly what to send. We have a lot of literature, so I need
to talk with him...".
2. To the objection: "He's too busy right now", answer: "Yes,
I can certainly appreciate that. When would be a more convenient time
to call back - perhaps tomorrow?"
3. When you hear "We aren't interested right now", say: "that's
fine. It's just that (Name, Competitor or Associate) are using our services,
and I though Mr. Jones might be interested in hearing what we have to
offer."
