Sales workers the world over are constantly grappling with one of their most difficult tasks: getting to the person they need to speak to. Closing a deal for your product or service is always a tough process, and the first step of getting past the company gatekeeper can often be the hardest.
Experimentation, flexibility and outstanding communication skills are the backbone of any sales caller’s repertoire. And while you have to draw on all of them to get to who you need to speak to, there are a number of things you most certainly should avoid if you don’t want to find yourself blocked by the gatekeeper.
Gatekeepers like receptionists and assistants fend off unsolicited calls offering a variety of services every single day. The chance the caller has to make themselves stand out from the crowd is slim, and that leads to some adopting alternative methods.
In a recent article from TollFreeForwarding on the subject, lying about the intent of the call, or the identity of the caller, or fabricating scenarios about the person they are trying to speak to were all found to be regular tactics among sales callers.
In a number of real-life examples sourced from people in sales, the following examples show how far some people are willing to go to get past the gatekeeper:
- Pretending you’re calling from a local radio station. Taking on the role of the DJ, you let the gatekeeper know the key decision maker has won a recent competition.
- Impersonating the school principal, asking the gatekeeper to pass you on as you need to speak with the decision maker regarding their children.
- Entirely fabricate an embarrassing or sensitive scenario in relation to the decision maker,
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