Getting past the Gatekeeper

Quote:

Originally Posted by rogerbauer

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.

If you have a solutions to improve the prospect's business but that prospect doesn't trust or respect you then your solution could easily become the moot point. The prospect can buy a similar solution from a different supplier that they do trust and respect. Like the others said, it isn't about whether you get caught it's about the intention, which has a way of showing itself, to manipulate or deceive. The ends don't always justify the means.

I guess I don't live in the bubble you guys must because I own my own business and could care less if people ask for me by my first name and seem to be personal friends to others when they're not. In fact, I prefer people to ask for me by my first name especially friends and clients. The substance of the call determines my ultimate impression; not the rep's means to get to me. My time is too valuable.

True story: If you cold called my business and asked to speak to "Mr. Bauer," you'd very likely be told "he isn't available, can I take a message?" even if I answered the phone myself. If you simply asked for "Roger," I'm more inclined to accept your call. One is obviously a cold call (i.e. a waste of time) while the other may be worth some of my time. Take it for what it's worth.

Quote:

Originally Posted by rogerbauer

I guess I don't live in the bubble you guys must because I own my own business and could care less if people ask for me by my first name and seem to be personal friends to others when they're not.

The issue here as I see it isn't about whether a salesperson calls on a prospect by first name or not but whether a salesperson will cross the line of ethics or morals in order to further his or her own position.

Quote:

Originally Posted by rogerbauer

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.

I should have covered my eyes.

Our company has trained thousands of salespeople. Ninety-four percent of them have read our book and articles before they participated in our workshop. Therefore, they know that we advocate "total disclosure."

A very small percentage of them still ask, "Is it alright if I use a little trickery, but just to get the appointment?

Then, we explain that it is not a matter of whether they get caught, or not. It's that most prospects can tell intuitively whether you are someone they should trust, or not.

Most of the people who ask that question are very unhappy with our answers. It seams that none of them experience the level of increased sales that our average graduate achieves.

Quote:

Originally Posted by Slick

Call outside of regular business hours when the gatekeeper isn't in the office.

This really does work. Some of the time :-)

Some of the time is better than none of the time.

Getting past the Gatekeeper

Sales Approach Forum