If you have ever worked as a personal assistant, you know that one of the most valuable assets is the ability to save your boss time.
It is an assistant’s job to filter through the myriad of calls and requests to allow only the most urgent and important through.
For sales people trying to land new business with new clients, you know how difficult it can be to get filtered in, not out. Here’s what we have learned from both sides of that initial sales call that is often skipped in business sales training.
1. Treat the personal assistant with the respect s/he deserves.
2. Rather than trying to outmaneuver them into setting up an appointment (which will likely get cancelled), solicit their help.
3. If you’ve done your homework, you know what problem the boss is trying to solve. Share your ideas and check that you are on the right track with your solution.
The closer you are to providing a relevant answer to what keeps the boss up at night, the closer you are to gaining a time slot on that closely guarded calendar.
