Last week our sales tip was about objections, and we walked you through what to do if your prospect says no via email. We told you to call your prospect, but what happens when you can’t get passed your gatekeeper? Well we’ve got you covered!
- She puts you right through to them, they pick up the phone and you get your chance to pitch.
- She puts you through to their voicemail - which again is your chance to pitch.
- She puts you through to their assistant - and you need to pitch her in order to get to your prospect.
- She asked you who you are, what company are you calling from or what the call is in reference to…
This is how to handle that scenario: (Pretend it’s a law firm)
ou: “Oh Hi! It’s Kate Kingston for John Bellows please, thank you”
Receptionist: "What company are you from" or ” What is this in reference to?”
You:“Oh thanks, I work with (insert two references) _____________, ______________, ____________ it was suggested that I connect with John, thanks so much”
If you notice; I did not say the name of my company. What I am really doing is answering the real question. The real question is not what company are you from? It’s why would John be interested? I am answering the real question.
Try this the next time you want to take control of the receptionist
and get to your decision maker.
-Kate Kingston, Kingston Training Group