SalesHQ

I've done face to face sales but when it comes for over the phone sales all I have done is set appointments for myself. Right now I'm selling IT/Software products. This involves calling into the company PROPERLY INTRODUCING YOURSELF TRYINg to naviagete your way over to the IT helpdesk to gather some information and then get transfered over to IT director/buyer. When it comes to talking to the decision maker I'm actually fine but introducing myself and trying to do small talk over the phone is not one of my best strengths. With that said. Can someone throw out some examples out there how to properly introduce myself and engage with a gatekeeper(receptionist) and smoothly move on to the next person.

Doubler818 says ...

 Be VERY assertive! not a jerk, but very assertive. Gatekeepers and receptionist are trained and accustomed to taking orders, the moment you show them a kind nice side, you are immediately treated as just another sales person that the decision maker does not want to talk to.  They have dedicated extensions that salespeople get directed to, to leave a message, they say send something to the office and the decision maker will give you a call if they are interested. Or worst of all the gatekeeper tells you that they are not interested. There is nothing worse than a secretary turning your call down, they don't run the company or even have that decision making ability.  Let me give you an example.  A gatekeeper is used to hearing "Get this, Do this, Write this, Type this, Go there" the moment they hear "Please, Is it possible, Do you mind, is it OK or even Thank you" they are trained to raise a sales call red flag. Just try this, I know that it will be uncomfortable - - BUT if you like making money, you will try it. Next call - - (Gatekeeper) Hello this XYZ Company, how can I direct your call? (Sales Pro) Can you tell me who is charge of XYZ? (Gatekeeper) That is Jim Blah in Purchasing... (Sales Pro) Put him on, I will hold... and then shut up.  You will be amazed how many times the gatekeeper just says OK sure without a who is calling, what is this call regarding and all the other mumbo jumbo that gatekeepers are trained to say. They take order all day. If you want them to do what they are trained to do, which is block your call, then be nice. Happy selling!

~Randy R.

I agree with you. acting like a scared timid rabbit will not get you to the person you need to talk to.

The attitude you need to have is assertive and assumptive. as if you call this guy every dy and you just "expect" that the call s going to get forwarded... their is no other option for them but to just do as you say. if they don't, get their name and ask for their immediate supervoser... well, instead of me talking to the guy i want to, let me talk to your boss about how difficult you are making my day...

they don't know if you are on the board of directors, a stock holder, a consultant or a personal friend of the guy your asking for unless you spill the beans yourself.

Doubler818 says ...

 Be VERY assertive! not a jerk, but very assertive. Gatekeepers and receptionist are trained and accustomed to taking orders, the moment you show them a kind nice side, you are immediately treated as just another sales person that the decision maker does not want to talk to.  They have dedicated extensions that salespeople get directed to, to leave a message, they say send something to the office and the decision maker will give you a call if they are interested. Or worst of all the gatekeeper tells you that they are not interested. There is nothing worse than a secretary turning your call down, they don't run the company or even have that decision making ability.  Let me give you an example.  A gatekeeper is used to hearing "Get this, Do this, Write this, Type this, Go there" the moment they hear "Please, Is it possible, Do you mind, is it OK or even Thank you" they are trained to raise a sales call red flag. Just try this, I know that it will be uncomfortable - - BUT if you like making money, you will try it. Next call - - (Gatekeeper) Hello this XYZ Company, how can I direct your call? (Sales Pro) Can you tell me who is charge of XYZ? (Gatekeeper) That is Jim Blah in Purchasing... (Sales Pro) Put him on, I will hold... and then shut up.  You will be amazed how many times the gatekeeper just says OK sure without a who is calling, what is this call regarding and all the other mumbo jumbo that gatekeepers are trained to say. They take order all day. If you want them to do what they are trained to do, which is block your call, then be nice. Happy selling!

~Randy R.

that's sort of like my style but they are teaching me otherwise and I feel like a douchebag waterboy doing it their way. They are asking me to make friends with a gatekeeper. Id rather burn through few of my leads then be friends with agatekeeper over the phone

"Put him on, I will hold..."  hmmm I am a gatekeeper.  if you said that to me in any tone I would kindly send you to voice mail.  That is just 'RUDE".  You'd better be kidding me"Put him on". Man, you have not learned anything have you.  I think you people need to go to the archives and look up some new techiniques as you will kill this guys reputation.  hmmm gee, I can't believe you guys fell for that, hook , line and sinker.  

Three out of 4. Wow that is awesome.  So what technique did  you use.  Keep up the good work.  The more quotes you get out the more questions you will be asked which means you get more seasoned my friend.  Good work!  Sometimes calls like the 4th call are not necessarily failures.  Sometimes you can get referrals from them and for them it is just a timing issue.  lol God is good and you are Greatttttttttttttt!