The Phone Screener as Sales Ally Instead of a Sales Obstacle

How about this for a shift…thinking of the receptionist (or whoever handles incoming calls for your sales target) not as an annoying barrier but as an ally?

We know. This is the same person who blocks you from talking to your prospect, the same person who keeps you from reaching your numbers, the same person who is impossible to bypass. But, if you change your approach, we think you can be more successful in overcoming this common sales obstacle.

Here is how:

1. Help screeners do their job. By appreciating their role as time savers for their boss, be prepared to succinctly state why it would be in their boss’ self-interest to talk to you. Help the screener understand how your product/service will benefit their boss and bring desired results.
   
   
2. Ask for the kind of information that will help you once you reach the decision maker. “In order to be better prepared, could you please tell me…” and then you fill in the blanks.