Description
Episode 009 How to get information that guarantees you
close a cold call
Hello, I’m Will Harris. Welcome to the Power Sales Guru podcast.
The title of this episode is How to get information that guarantees
you close a cold call.
Anyone with the desire to grow and willingness to prepare must
also accept the responsibility to take action. It is an
established fact that the largest and most powerful train in the
world can be held in place by a one-inch block of
wood.
Placed in front of a huge train, a little 1 inch block
of wood will hold it completely motionless. However, that same
train, when in full speed motion, can crash through a
steel-reinforced concrete wall. That shows the power of……..ACTION!
ACTION!
Taking action when others over look an opportunity is
the biggest differentiator in sales. You know it and I know it.
Every day we face a great opportunity but it can go unmissed as we
take no ACTION. ON this podcast we are going to discuss the one
resource that’s THE most critical source of information before you
reach out to prospect.
This source is there every time but is not dressed up
like a present under the Christmas tree…yet it is still a gift. WE
are going to discuss what this gift is and how to unwrap it and
claim your success.
What if you were able to know all your prospect’s
business needs?
What if you knew their personality before you contacted
them?
What if you could access EVEN what your prospect’s boss
wishes?
All of this is available to you with ease…and 95% of
other sales people don’t even consider this resource.
The key to GETTING critical information that guarantees
you close a cold call is…..
The Receptionist Gatekeeper
In a previous podcast, we talked about from the mid-level
gatekeeper, right…the person that has the power to say NO but not
the power to say yes. Well now we come full circle
we’re talking about the frontline receptionist gatekeeper. The
sales tactics I discuss on this podcast is ideal for cold calling
into a company.
Let me set the context…..You may have an idea of who to speak
with at a midsize company (not too big, not to small…like goldie
locks…just right). Maybe you researched them prior to your call.
AND Now the phone is ringing
And the first thing you hear is: “Thank you for calling Harris
Technologies, how can I direct your call?”
Remember it’s a cold call…so the normal your response would be:
“Hi, I would like to speak to the person in charge of
purchasing?”
The receptionist will respond: “That will be Jane, please hold
and I will transfer you.” She could even transfer you without
supplying the decision maker’s name or department.
And that concludes your interaction with the gatekeeper.
Let me share a personal story about my mother. My mother was
that gatekeeper at a mid-size company for 15 years. After school, I
would ride my bike to my mother’s job. I would stay there doing my
homework for two hours until she got off of work.
Once she was off work we would throw my bike in the back of her
blue Chevette and we would go home. My mother’s workspace was
situated in the middle of the lobby at a traditional desk. I would
go around the corner so she could see me doing my homework as she
greeted visitors to the company.
I could see the large volume of calls my mother took at the
front desk. I also observed people from the back come up and have
conversations with my mother. Gatekeepers in this role do not get
paid based on the volume of calls they receive or the number of
people they talk to. Nor are they paid based on the efficiency in
which they transfer a call.
During one ride home after work, I asked my mother if her job
was boring. She replied that she had begun playing mental games to
keep her mind sharp. It also helped her become more e