There are many hurdles you need to leap before you gain access as a salesperson to the decision maker or influencer you want on the other end of the phone.
To help your team maneuver over, under or around the barriers, ensure that your business sales training provides them with some of the following simple and successful strategies:
1. Don’t bypass the receptionist without a real effort to learn what they know about the organizational structure and any key players.
2. If you’re leaving voice mails and/or emails that are ignored, stop this approach and try another.
3. Seek conversations first with those who can decide what will be purchased rather than with those who implement the purchase. A discussion with the decision maker early on is more productive than talking with the buyer who simply acts upon decisions made above.
Successful sales depend on more than knocking on the right door; it must be opened by the right person.
