Taming The Dragon
In mythology
the treasure is often guarded by a dragon that must be subdued by
wit, charm, and perseverance. And so it is in sales. Your treasure,
an appointment with the decision maker, is guarded by a dragon, the
assistant. Here are some strategies to befriend the guard and win the
treasure.
Find the right room- make sure you've identified the correct decision maker within the organization. When you call, ask for the owner, president, or perhaps CFO. Some preliminary research to correctly identify your target may be necessary.
Respect the dragon's intelligence- posing as a personal friend will merely anger the gatekeeper. Instead, enlist him/her in the process. Ask for his/her name, and use it in the conversation. When asked, "What is this regarding?" be prepared with a persuasive answer. "I can help you increase sales by 50% and eliminate the risks associated with bad checks. I would like to come in and explain my program to your boss in person."
Be enthusiastic and confident- prepare for your calls so that your voice is infused with enthusiasm and confidence. You will stand out from the crowd of salespeople with a polished, upbeat phone manner.
Making the appointment is the goal of all your cold calling. These strategies should make that goal a reality.
