Tips for Getting Through Gatekeepers.
January 6, 2010
One skill in telemarketing is getting past “gatekeepers” to actually speak to a decision maker.
1. Be assertive (Not to be confused with aggressive!) You need to sound like you have authority and have important information for the decision maker. Ask for the decision maker by first name and give you own name before they ask who it is.
2. You ask the questions! When they ask you what it’s about sideswipe the question with something like “just tell him its Dave from XYZ company” or say “its Dave I have called before.” This is not a lie as more often than not you have called before but they don’t need to know you haven’t spoken to him.
3. Don’t sound like a salesperson. The minute you do this, you have lost control of the conversation.
4. Believe in the product or service. It comes through in your voice when you don’t. In telemarketing if you don’t have faith in what you are doing, how do you expect anyone else to!
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