line. It sure makes the call a lot easier next time. Sometimes it may take a few calls to this person to find out the required info to get through to the relevant decision maker in the company. However by building a relationship through courtesy and respect, at the front end, I believe you can't go wronThere has been a misconception with a lot of business and salespeople about the importance of the receptionist, secretary, and administrator. A lot of the time they are your 1st contact at a company. Even if it is a workshop, and it is the apprentice, they may be the bosses son or daughter. This person (although a lot of the time is the junior of the company) holds the keys to the important contacts in the company. Not just that, they also can tell you quickly with the right questions, whether or not your product or service will be suitable. Yes you need to talk to the decision maker, however it is of high importance you get as much preparatory information about the company before hand.

Make them your Ally The worst thing you can do is get on the wrong side of this person. They can make your life a misery. If they are the junior, then they are probably bossed around by everyone and may feel not appreciated. You can brighten that person's day up with some interesting conversation. NCR's founder, John H. Patterson, in 1884 asked his top sales person, what made him successful and he said something quite simple, the secret to selling is making a friend. Let's start this by making a friend at the front line. It sure makes the call a lot easier next time. Sometimes it may take a few calls to this person to find out the required info to get through to the relevant decision maker in the company. However by building a relationship through courtesy and respect, at the front end, I believe you can't go wrong

although a lot of the time is the junior of the company) holds the keys to the important contacts in the company. Not just that, they also can tell you quickly with the right questions, whether or not your product or service will be suitable. Yes you need to talk to the decision maker, however it is of high importance you get as much preparatory information about the company before hand.

Make them your Ally The worst thing you can do is get on the wrong side of this person. They can make your life a misery. If they are the junior, then they are probably bossed around by everyone and may feel not appreciated. You can brighten that person's day up with some interesting conversation. NCR's founder, John H. Patterson, in 1884 asked his top sales person, what made him successful and he said something quite simple, the secret to selling is making a friend. Let's start this by making a friend at the front line. It sure makes the call a lot easier next time. Sometimes it may take a few calls to this person to find out the required info to get through to the relevant decision maker in the company. However by building a relationship through courtesy and respect, at the front end, I believe you can't go wron

gh importance you get as much preparatory information about the company before hand.

Make them your Ally The worst thing you can do is get on the wrong side of this person. They can make your life a misery. If they are the junior, then they are probably bossed around by everyone and may feel not appreciated. You can brighten that person's day up with some interesting conversation. NCR's founder, John H. Patterson, in 1884 asked his top sales person, what made him successful and he said something quite simple, the secret to selling is making a friend. Let's start this by making a friend at the front line. It sure makes the call a lot easier next time. Sometimes it may take a few calls to this person to find out the required info to get through to the relevant decision maker in the company. However by building a relationship through courtesy and respect, at the front end, I believe you can't go wron

preciated. You can brighten that person's day up with some interesting conversation. NCR's founder, John H. Patterson, in 1884 asked his top sales person, what made him successful and he said something quite simple, the secret to selling is making a friend. Let's start this by making a friend at the front line. It sure makes the call a lot easier next time. Sometimes it may take a few calls to this person to find out the required info to get through to the relevant decision maker in the company. However by building a relationship through courtesy and respect, at the front end, I believe you can't go wron line. It sure makes the call a lot easier next time. Sometimes it may take a few calls to this person to find out the required info to get through to the relevant decision maker in the company. However by building a relationship through courtesy and respect, at the front end, I believe you can't go wrong. Use a card system on your potential sales and write down the names of all the people who have answered the phone, what you talked about in detail, any relevant details that you feel is important like accent etc. It really helps you pick up from where you left off from your last call. This idea is not just used for sales; it has been used for all sorts of organizations and religious groups.

It is very successfully in drumming up new members. Find out and use there name. By using a persons name it can really impact on the call. If you see a name badge use it. Most people love the sound of their own name. It lets them know you are interested enough to remember.

When calling back, you can mention the name of the previous person you talked to. This gives you some credibility. It let's you jump again straight back in from where you left off with them and if it isn't them, it gives you a possible chance for the other person to assume that you know the original person you talked to well. It is a win win situation.

Making the gatekeeper your ally and gaining there support and information makes the sales appointment a lot smoother from start to finish. Especially if you can meet them and keep