Getting past the Gatekeeper

How is your integrity compromised so badly by asking for someone by their first name as if it's a personal call versus using the typical scripted "professional" etiquette? Do you think gatekeepers don't know a sales call when they get one?

It's not illegal to ask for someone by their first name only so why not personalize (or warm up) the call a little? It's honestly none of the gatekeeper's business whether the call is business or personal if you stop and think about it.

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Originally Posted by rogerbauer

Oh--if the gatekeeper actually asks you if the call is business or personal, it's personal!

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Originally Posted by rogerbauer

One other point--you can toss out someone else's name if you're pushed for more detail. Such as "it's in reference to Bill Smith." Whether there is really a Bill Smith or not is irrelevant.

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Originally Posted by rogerbauer

How is your integrity compromised so badly by asking for someone by their first name as if it's a personal call versus using the typical scripted "professional" etiquette?

The salesperson's integrity is compromised when he or she intentionally misrepresents the nature of the call.

So when I call and ask for "John" instead of "Mr. Smith," I'm intentionally misrepresenting the nature of the call?

If Mr. Smith's first name is John, I'm calling to speak with him so it's not like I'm misleading the gatekeeper by asking for someone else. I'm just asking for him by his first name instead of "Mr. Smith." For all I know, he may be "Dr. Smith" so I could be misrepresenting the nature of the call by asking for him as "Mr."

No offense Liberty, but I think you're over-analyzing this. I do get your point, but a crime will not be committed by asking for someone by their first name. If the gatekeeper thinks it's a personal call and puts you through, where's the real harm?

If you're uneasy stating it's a personal call when maybe it's not, simply don't do it. I could debate a solution that helps the decision maker look good is ultimately a personal issue (recognition, praise, value to the org., potential raise, etc.), but that might be stretching the boundaries based on what I've experienced here in my short time.

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Originally Posted by rogerbauer

So when I call and ask for "John" instead of "Mr. Smith," I'm intentionally misrepresenting the nature of the call?

Telling the gatekeeper that the call is personal when in fact it's business or that the call is in referrence to a non-existent individual "Bill Smith" amounts to trickery and deceit.

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Originally Posted by rogerbauer

While I agree with you in moral principle, what are the odds of you getting "caught," and what is the worst thing that could happen? They'll hang-up on you which is probably where you would have been had you played everything close to the vest to begin with. Or worse yet, you'd have a message slip on the decision maker's desk stating a salesperson called which would land in the trash with no return call and little to no shot of getting through whenever you call back.

At least you'll have your answer one way or another with fewer calls by risking it a little bit.

It’s not about what is legal, or whether or not you get caught in a lie.

Yes, there are some people who get away with all kinds of stuff and get very rich, like Trump (though his father was a wealthy Realtor). And, they get a lot of publicity, which make some people want to emulate them. However, most people who operate that way fail to make much of a dent.

My company studies the sales performance factors of the Top 1% of salespeople in 23 different industries, on three continents. The vast majority of them practice Total Disclosure in their business lives.

These salespeople are all pragmatists. Some are also idealists. Either way, what they do works so well that they typically earn $250k and up. And, they have a great deal of self-esteem.

Being straight with the people you deal with is just good business.

The net of what I'm trying to say is if you can sound highly personable, your odds greatly improve. The choice is ultimately the individual's based on their preferences and style. As with any advice or opinion, the actual application can be adapted as necessary.

By the way, let me ask you all--do you think every buyer out there is 100% forthright at all times? If you think they are, I have some really nice Arizona beach-front land to sell you at an unbelievable price.

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Originally Posted by rogerbauer

By the way, let me ask you all--do you think every buyer out there is 100% forthright at all times? If you think they are, I have some really nice Arizona beach-front land to sell you at an unbelievable price.

Duh, I donno. What do you think Roger?

How does that justify your willingness to use trickery and deceit?

Do you think that most people are too dumb to sense (intuitively)
that you cannot be trusted?

Do you think that buyers that are trustworthy, want to
buy from a salesperson they do not trust?

Do you think that top salespeople give up their dignity and self-respect in return for the hope of getting an appointment?

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Originally Posted by JacquesWerth

It’s not about what is legal, or whether or not you get caught in a lie.

Yes, there are some people who get away with all kinds of stuff and get very rich, like Trump (though his father was a wealthy Realtor). And, they get a lot of publicity, which make some people want to emulate them. However, most people who operate that way fail to make much of a dent.

My company studies the sales performance factors of the Top 1% of salespeople in 23 different industries, on three continents. The vast majority of them practice Total Disclosure in their business lives.

These salespeople are all pragmatists. Some are also idealists. Either way, what they do works so well that they typically earn $250k and up. And, they have a great deal of self-esteem.

Being straight with the people you deal with is just good business.

I couldn't agree more. My honesty and integrity with my customers has kept me in business when a lot of tool men are going under. Why? Because they cheat their customers any way they can. They think customers are stupid. They aren't.

Dishonesty catches up with you sooner or later.

Pat

I'm glad you guys are 100% honest 100% of the time. That's truly admirable.

I am extremely upfront and honest with my clients, but I'm not going to sit on my high horse and claim that I've never tried a "trick" or two to gain access to them in the beginning when the stakes are high. That's just big business (like it or not). I've never been accused of deceit or trickery by a client during the sales process or negotiations either. I just choose to ask for people on the telephone as if I already know them and vice versa.

You might want to cover your eyes for this next part . . .
I've also used such trickery and deceit as attending trade shows and/or sporting events I believe prospects will attend and approaching them as if we've actually met before. I know that's extremely immoral, but it works. It's the weirdest thing! You all should try it sometime--treating people like they're an equal instead of acting as if they're better than you really can pay off.

Better watch your fall from the horse--you might hurt yourself.

Jacques,
Do you believe every decision maker sprints out to his assistant and asks "hey, that Roger guy that just called, how did he ask for me? Was it as if he knew me personally?" Or do you think every assistant runs in and says "Mr. Decision Maker, that Roger guy asked for you by your first name as if he knew you already. I don't think you should meet with him because of that."

Do you think their time is so worthless that they actually give a rat's about that kind of kindergarten crap? They're looking to improve their business; not police every sales rep that might call the joint wishing to speak to them. If I have a solution that will help them improve their business, they won't care how I asked for them on the first call so it becomes a moot point.

"Act as if you already are!" Or "fake it until you make it!"

Getting past the Gatekeeper

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