Sales Training Ideas - An Approach To Get To The Decision Maker When Cold Calling
Cold call selling can be a challenge to say the least. Assuming you have the name of the decision-maker, how do you reach that person directly?
An approach to use to get to the decision maker while cold calling
Approach the receptionist in your pleasant, professional manner, make eye contact, smile, and say, "Hi. I'm here to see (decision-maker's name)." Then pull out your business card, present it to her, and repeat, "(Your name) with (your company)."
The receptionist's typical response will be, "And may I ask what this is regarding?" To which you will reply, "Yes, I'm the new sales rep for the area and I'd simply like to take a moment to say hello and introduce myself."
Another response you might get from her is, "Is he expecting you?" To which you would say, "No, he isn't. I'm the new sales rep for the area and I'd simply like to take a moment to say hello and introduce myself."
Note: If you have any leverage, use it. For example, if you work for a company that is a household name, use that to your advantage. In this case, if the receptionist asks if the prospect knows you or is expecting you, simply say, "He's familiar with my company. I just happened to be in the area and figured I'd try to catch him for a minute."
If you are not a new sales rep and have been there enough times in the past that the prospect will probably recognize your name, simply say, "He's familiar with me, although he's not expecting me. I just happened to be in the area and figured I'd try to catch him for a moment."
Another approach is to drop the name of another company with which you are doing business in the area. You might say, "No, he's not expecting me. We've been doing quite a lot of work with (the names of the companies) down the street, and I just wanted to catch him for a minute while I was in the area."
The receptionist may say, "I'm sorry, but he doesn't see anyone without an appointment." If she does, respond with, "Okay, I'd be happy to set up an appointment." Pull out your schedule and ask, "What times does he have available?"
We should also note that you want to be firm with the receptionist, but not confrontational. If you get a question from the receptionist don't ask a question after answering his or her question. When you get a question, simply answer it.
If the receptionist gives you any sort of brush-off such as: "I'm sure he's not interested," "He already has someone who takes care of that," "We're all set with that service," "He doesn't talk to salespeople," or anything else for that matter, respond with, "I can definitely understand that. And if he'd extend me the courtesy of a moment of his time, I'd really appreciate it." That phrase, said in a non-confrontational, pleasant, and professional manner, works wonders.
If you still can't get through and you have a number of other places you can call on, and if this account isn't a major one, there may be better places to spend your time. Of course, it's always better to hear: "I'm really, completely, and totally not interested!" from the decision-maker instead of the receptionist!
Bonus Tip - If you can't get through the receptionist, call or stop by before or after business hours, when the receptionist is not there. And now I would like to offer you free access to a monthly newsletter and weekly sales articles. You can get your access at http://www.completeselling.com
From John Chapin - Complete Selling, Inc.
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