" Now here comes the tricky part: in some cases, the gatekeeper has a little more authority, like an office manager or executive assistant. In these cases, it is okay to deliver your opening value statement briefly—just so they know what it is about—but then it is highly important to try to get through to the decision maker as soon as possible. Here are a few ways to do that. The best way is to quickly qualify for decision‐maker status. As soon as you ask if he or she makes the decision on what you are selling and are told that someone else makes the decision, that is your cue to ask to be put through to the actual DM. By the way, never say, “decision maker.” Rather, use the contact's name. Try: “Oh, I see. I'll tell you what: if you would put me through to [DM—contact's name] briefly, I'll explain what this is about, and if he (or she) is interested in learning more, I can make an appointment that fits his/her schedule. I will be happy to hold on while you connect me.” Or “It sounds like the best thing to do before I send something is to have just a few words with [DM], and that way I can save us both a lot of time depending on their level of interest. Could you please let [DM] know that I'm holding, please?” Or “Before I bother you with emails and then follow‐up calls, why don't you put me in touch with [the boss/DM] briefly, and I will see if there is an interest on his/her side. If so, I will take the appropriate action. If not, we will save us all a lot of time. Could you let [the DM] know I'm holding, please? "
― , Power Phone Scripts: 500 Word-for-Word Questions, Phrases, and Conversations to Open and Close More Sales
![quote : Now here comes the tricky part: in some cases, the gatekeeper has a little more authority, like an office manager or executive assistant. In these cases, it is okay to deliver your opening value statement briefly—just so they know what it is about—but then it is highly important to try to get through to the decision maker as soon as possible. Here are a few ways to do that. The best way is to quickly qualify for decision‐maker status. As soon as you ask if he or she makes the decision on what you are selling and are told that someone else makes the decision, that is your cue to ask to be put through to the actual DM. By the way, never say, “decision maker.” Rather, use the contact's name. Try: “Oh, I see. I'll tell you what: if you would put me through to [DM—contact's name] briefly, I'll explain what this is about, and if he (or she) is interested in learning more, I can make an appointment that fits his/her schedule. I will be happy to hold on while you connect me.” Or “It sounds like the best thing to do before I send something is to have just a few words with [DM], and that way I can save us both a lot of time depending on their level of interest. Could you please let [DM] know that I'm holding, please?” Or “Before I bother you with emails and then follow‐up calls, why don't you put me in touch with [the boss/DM] briefly, and I will see if there is an interest on his/her side. If so, I will take the appropriate action. If not, we will save us all a lot of time. Could you let [the DM] know I'm holding, please?](/image/1311153.jpg)