Fret-Free Tele-Selling for the Reluctant Rep

Published September 4, 2010 | By Bman

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Treat all members of the prospect’s support team with respect.

Secretaries in particular invariably have considerably more influence than their diminutive titles may suggest – not necessarily in getting the decision-maker to say ‘yes’, but certainly in getting them to say ‘no’. So build a rapport with them. Get a first name, if you can. And database the information so you can make an instant ‘connection’ next time you’re in touch.

Lesson 2: Use the Answer:Ask technique.

For example, when the secretary asks ‘Who’s calling?’ reply ‘Could you please tell her it’s Tony Johnson?’ When he asks ‘ What’s your call regarding?’ reply ‘Could you tell her it’s in regard to her investment portfolio.’ How many times can he keep responding with further questions, till he finally caves in?

Lesson 3: Call early or late (when the secretary’s out).

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