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Chapter Sample, Getting Past The Gatekeeper

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400 Free Telephone Tips And Scripts
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Duties Of A Telemarketer | Want To Be A Telemarketer | Telemarketer Job
DescriptionOver one hundred answers to these objections are in this
course
Receptionist:
"ABC Company, how can I direct your call?"
Salesperson:
"Hi, my name is Paul Thordsen and I'm with Domino Marketing. I'd like to talk to your
sales manager please."
Receptionist:
"Can I tell him what this is regarding?"
Salesperson:
"Sure. We are the developer and exclusive provider of a sales training program called The
Domino Marketing System and I'd like to set up a time to meet with him to determine
whether or not this program will be of benefit to ABC Company."
Receptionist:
"Is he expecting your call?"
Salesperson:
"Well, no, not exactly."
Receptionist:
"Hold please."
Sales Manager's Voice-Mail:
"Hi. I can't take your call right now so please leave a message and I'll call you back as
soon as possible."
Sound familiar? Ever get the feeling the receptionist has been trained just to screen you
or your sales team's calls and keep you away from connecting with your prospect at her
company? Well, guess what, she has!
Conversations like the above are very common amongst sales teams. And, it may seem like
there's nothing you can do about it. In truth, there are a few tricks you and your team
can implement to mitigate this frustrating reality.
The receptionist can either make or break you in any organization. She holds the key to
your success in terms of actually directing you to the person you want to talk to in her
organization. I've said "her company" and "her organization" previously because as far as
you are concerned, it is her company. (Or his company if you're dealing with a male
receptionist.) The point is, that knowing this, there are a few things you can do.
First, engage the receptionist. Then, be genuine in your approach. Receptionists can
smell a rat from hundreds of miles away, that's part of their training too.
Many times, just by logging on to a company website, you can find the name of the CEO or
President of the company. Make note of this before making your call. Let's say the CEO of
the company you're calling on is John Jones. Now, let's take a look at how the
conversation with the receptionist should go:
Receptionist:
"ABC Company, how can I direct your call?"
Salesperson:
"Hi, my name is Paul Thordsen and I'm with Domino Marketing. I'm hoping you can help me.
I'm looking for the person in your organization who would make a decision regarding sales
training. That wouldn't be John Jones, would it?"
Receptionist:
"Oh no, that wouldn't be John Jones, that would be Bob Smith."
Salesperson:
"Great! Can I speak to Bob, please?"
Receptionist:
"Sure, I'll transfer you."
Salesperson:
"Thank you."
Believe it or not, most of the time, this technique works and will get you to the person
you need to talk to. The idea is that the receptionist doesn't want to bother John Jones,
the CEO, with a cold call from a salesperson. It's almost a relief for her to be able to
transfer you to Bob Smith, someone below John Jones on the org chart at the
company.
Even if you are unable to speak to Bob Smith during this particular phone call, at least
now you have the name of the person you need to talk to for the next time you call.
Receptionists don't screen calls as much when you have the name of the person you want to
talk to.
On another note, I know it seems obvious, but for goodness sake, say please and thank
you! You would not believe the salespeople I've trained who don't even say please and
thank you when dealing with receptionists, or anyone else for that matter. Simple
courtesy goes a long way.
In the situation where you are talking to someone other than the receptionist who you
realize is not the decision maker, and they tell you, "I'm not the one to talk to
regarding your products or services." Do not say, "Oh, well who is?" Instead say,
"Really? What is it you do?" and again, engage the person in conversation for a bit
before asking who you should talk to instead.
Another tip is to ask for the sales department when the receptionist answers. Believe me,
callers are not screened when calling on the sales department, for obvious reasons. Then,
when you get a salesperson on the phone, say something like, "Hi. I'm not sure if you can
help me, but I'm actually hoping to talk to your sales manager. Who would that be?"
Salespeople are not trained to screen calls and we love to talk, so chances are you'll
get plenty of information about the company you're calling on as well as the person you
ultimately need to talk to.
Finally, when the receptionist answers, you can also try asking for the accounting
department or accounts receivable department. You won't get screened by the receptionist
from those departments and people in those departments aren't trained to screen calls, so
chances are, they'll give you the information you need! But whatever you do, don't ask to
be transferred to accounts payable.
If you want to be a telemarketer and generate telemarketing leads, find a good
telemarketer training program. The duties of a telemarketer is in the telemarketer job
description. Listening, patience and assertiveness. is what makes a good
telemarketer.
Duties Of A Telemarketer | Want To Be A Telemarketer |
Telemarketer Job DescriptionContact More Prospects with Free Telemarketing Scripts, Free Telemarketing Tips,
Appointment Setting Tips.
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