When you are calling your decision maker, unless you have their cell phone or private line, you are most likely going to be talking to a GATE OPENER! Yes, #2 rule for profitable prospecting: “perceive” the person answering the phone to be your Gate Opener versus your Gate Keeper.
When you approach the “Gate Keeper” you are already on the defensive!
I am currently cold calling into a very rich targeted environment and it is a blast! Today 12 Gate Openers gave me information that I was able to capitalize on and move forward in my sales process. Only one Gate Opener was initially impatient. I stayed friendly and detached from his impatience. He opened the door to my contact and told me that “I hung in there through his grilling and did pretty well.” (His ego was full throttle!) (It’s okay. . . we all get our emotional strokes one way or another!)
Be prepared to communicate with your Gate Opener EXACTLY the way you would communicate with your decision maker. Tell them who you are, what you are calling about and give them your value proposition. Tony Parinello, author of Selling to VITO, stresses this point. So many mediocre salespeople attempt to get something “by” the Gate Opener. . . no wonder they flounder.
Try this approach and let us know how it works for you!
For help in any aspect of Sales Call Reluctance and Profitable Prospecting, call Connie at 602-380-5431, email her at connie@exceptionalsales.com.
Specializing in helping salespeople get their “ask” in gear!