Written by Todd Natenberg
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When
you make that initial phone call or in-person door knock, you don't
know what you don't know. Who says the greeter is not the CEO, or at
least the husband, wife or brother of the CEO? Ever hear of a top
executive helping out the secretary, somebody grabbing lunch or filling
in?
There are no gatekeepers.
What is a gatekeeper? According to Webster's Dictionary, a "gatekeeper" is....
Wait a second. It's not listed in the dictionary. How is that possible? Exactly.
In the old days of selling, they taught: "Never take no from someone who can't say yes."
That's fine 50 years ago, but today the problem with this philosophy is how are you so sure that who you are speaking to is the person who can only say "no?"
When you make that initial phone call or in-person door knock, you don't know what you don't know. Who says the greeter is not the CEO, or at least the husband, wife or brother of the CEO? Ever hear of a top executive helping out the secretary, somebody grabbing lunch or filling in?
It's safe to say that person upfront is used to one of two greetings by salespeople:
a. The salesperson tries to charm that greeter to death to then get the "person in charge" to meet with them.
b. The salesperson completely ignores and disrespects that person upfront to get the "person in charge" to meet with them.
Here's a 3-step process to differentiate yourself (and isn't that what it's all about?):
1. Humanization - The first thing you ask the person who answers the phone or you see is their name. The sound of a person's name is the sweetest sounding name to that person. Then use the name.
2. Ask for help - Everyone wants to help and get help to and from professional consultants. No one wants to talk to salespeople. Say this, "I need your help."
3. State your initial benefit - This is the kicker. See, the person you are speaking to may have had the name question and help part before. But how do you think they would react if you are RESPECTING them so much that you think they may make the decisions? How would they respect you if you ask them for their business?
And what about the flip side conversation.
"May I speak to the person in charge?" You ask.
"I am the person in charge!" They answer.
Remember: Never come down to people's levels. Come up.
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Todd Natenberg |
| About the author: |
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Todd Natenberg, President, TBN Sales Solutions, is the Author of the book, "I just got a job in sales. Now what?" A Playbook for Skyrocketing Your Commissions. He also is the producer of the new home study course: "How to Double Your Sales in 1/2 the Time: Sell How You Want to Buy." This 10-hour interactive cd series can be listened to in the car or on the computer. | |
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