Approaching the big boys

I think that you are really reduced to two approaches, both of which can be effective done correctly.

The first thing to understand, is that of course you will be speaking to the secretary initially. So it is imperative that they view you as important then it becomes easier.

So heres my first idea for an approach, resort to trickery. If possible ensure that you have the true prospects first name. Make sure there is plenty of noise in the back ground prior to your call.

Phone up the respective company and say "I was supposed to be speaking with david later today i will not be able phone him later as planned. Please let him know John called and ill endevour to phone him when i am less busy"

"If he wishes he can call and schedule an appointment with my secretary on 7766363346, read that number back please.

Ok thanks!

The idea is simple, you take controll of the conversation, and because you are saying you dont have time to speak to him today, the secretary will automatically assume you are more important. Next time you call should be very easy to get put through. And who knows he might even call you back

Even better.

When you are on that phone call at the outset stop at least once midsentence and shout to someone to get something done NOW!

ACT AS IF! AND THEY WILL BELIVE YOU ARE!

Alternately, the other approach which amazingly does work and will hold you in good stead with the person you need to speak to in the future, is persistance. Phone once a day at the same time every day, asking to speak to the person. After a few calls with no success, explain that it is extremely important and that its reagrding something which will be of extreme benefit to John or whoever. But that you will call back every day untill you do!

Any person who is high up, and in a position of power has got where they are by pure drive and perseverance. So in the end you may just prevail this way. And they will feel compelled to give time to someone who is not scared to do whatever it takes!

Hope this helps you!

Quote:

Originally Posted by adammead26

I think that you are really reduced to two approaches, both of which can be effective done correctly.

There are other and more professional options available. A referral or personal introduction for example.

Quote:

Originally Posted by adammead26

So heres my first idea for an approach, resort to trickery.

IMO there is no place in professional selling for trickery.

Quote:

Originally Posted by adammead26

Phone once a day at the same time every day, asking to speak to the person. After a few calls with no success, explain that it is extremely important and that its reagrding something which will be of extreme benefit to John or whoever. But that you will call back every day untill you do!

There can be a thin line between being persistent and being a nuisance.

I guess to detail it it as trickery, was a rather poor choice of words on my part. Lets think of it as setting the scene. Generally people will make their own assumptions of a sitaution in a very short space of time. It may be as we are talking about now "the importance of a phone call". This decision will directly impact wether or not someone is put through"

So is setting the scene the really that wrong, or stacking the odds in your favour?

Lets think of it like this, you may be a very scruffy person by nature, but you go to a sales meeting dressed in a nice Armani suit. This is of course to set the correct image of yourself with your client, because you know if you go in a tracksuit you wont even get to point of being able to promote your product.

Is this that different?

Quote:

Originally Posted by adammead26

I guess to detail it it as trickery, was a rather poor choice of words on my part. Lets think of it as setting the scene. Generally people will make their own assumptions of a sitaution in a very short space of time. It may be as we are talking about now "the importance of a phone call". This decision will directly impact wether or not someone is put through"

So is setting the scene the really that wrong, or stacking the odds in your favour?

In your previous post you said "resort to trickery" and gave this example:

Quote:

Originally Posted by adammead26

Phone up the respective company and say "I was supposed to be speaking with david later today i will not be able phone him later as planned. Please let him know John called and ill endevour to phone him when i am less busy"

You may call that setting the scene but I would call that deception or trickery unless the prospect planned to be speaking iwth you later that day.

i suppose everyone has their own opinions on this subject. Sometimes working with the moral parameters set by others leads to weakness.

	#21
adammead26	Trickery or Persistance I think that you are really reduced to two approaches, both of which can be effective done correctly. The first thing to understand, is that of course you will be speaking to the secretary initially. So it is imperative that they view you as important then it becomes easier. So heres my first idea for an approach, resort to trickery. If possible ensure that you have the true prospects first name. Make sure there is plenty of noise in the back ground prior to your call. Phone up the respective company and say "I was supposed to be speaking with david later today i will not be able phone him later as planned. Please let him know John called and ill endevour to phone him when i am less busy" "If he wishes he can call and schedule an appointment with my secretary on 7766363346, read that number back please. Ok thanks! The idea is simple, you take controll of the conversation, and because you are saying you dont have time to speak to him today, the secretary will automatically assume you are more important. Next time you call should be very easy to get put through. And who knows he might even call you back Even better. When you are on that phone call at the outset stop at least once midsentence and shout to someone to get something done NOW! ACT AS IF! AND THEY WILL BELIVE YOU ARE! Alternately, the other approach which amazingly does work and will hold you in good stead with the person you need to speak to in the future, is persistance. Phone once a day at the same time every day, asking to speak to the person. After a few calls with no success, explain that it is extremely important and that its reagrding something which will be of extreme benefit to John or whoever. But that you will call back every day untill you do! Any person who is high up, and in a position of power has got where they are by pure drive and perseverance. So in the end you may just prevail this way. And they will feel compelled to give time to someone who is not scared to do whatever it takes! Hope this helps you!

	#23
adammead26	trickery or perhaps setting the scene I guess to detail it it as trickery, was a rather poor choice of words on my part. Lets think of it as setting the scene. Generally people will make their own assumptions of a sitaution in a very short space of time. It may be as we are talking about now "the importance of a phone call". This decision will directly impact wether or not someone is put through" So is setting the scene the really that wrong, or stacking the odds in your favour? Lets think of it like this, you may be a very scruffy person by nature, but you go to a sales meeting dressed in a nice Armani suit. This is of course to set the correct image of yourself with your client, because you know if you go in a tracksuit you wont even get to point of being able to promote your product. Is this that different?

	#25
adammead26	opinions i suppose everyone has their own opinions on this subject. Sometimes working with the moral parameters set by others leads to weakness.

Approaching the big boys

Sales Approach