Many prospects use call screeners to weed out unnecessary interruptions.
Here are recommendations from Sales Consultant George Walther for getting past the call screener. Share them with your salespeople to use when they’re prospecting.
Don’t use tricks
When dealing with administrative assistants and others who are screening calls, remember they have been chosen for the position because of their intelligence and judgment. Salespeople who try to “trick” their way past them may end up being screened out permanently.
Here are some tips that will help you get through to the prospect:
- Use a confident tone of voice. If you were standing in the lobby, the screener would size you up based on your appearance. The screener does the same thing with the way you sound. The best approach is to sound confident without being pushy or condescending.
- Make your request and identify yourself fully. Include the name of your company and the prospect you want to talk to. It’s usually a good idea to research prospects before the call so you understand their roles and objectives. Web searches, annual reports and people who work at the company may be a good source of this information.
- Avoid arguing if the screener doesn’t put you through. You need to explain succinctly how what you’re offering will be of help to the person you want to talk to and his or her company.
