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" Technique 4: If you get screened further, you absolutely must know exactly how to respond. Use any of the following techniques: If the receptionist asks: “Is he expecting your call?” You answer: “I don't have an appointment this time, but could you please tell him that ___________________ is holding, please?” If the receptionist asks: “Will he know what this call is about?” You answer: “Not specifically, but please tell him it's about [his lead tracking], and I'll be happy to hold on, please.” You can also substitute “not specifically” with any of the following: “not yet….” or “not sure,” and so on. "
― , Power Phone Scripts: 500 Word-for-Word Questions, Phrases, and Conversations to Open and Close More Sales
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" Or “I see. Can you point me in the right direction then, please?” Or “Okay, perhaps you can help me. Who would be the right person for me to speak with about ordering your (training, software, and so on) supplies?” These techniques are great for finding the right person or department to speak with, but the power of this technique goes far beyond that. Use the following types of “help” questions once you do reach the appropriate prospect: “I'm glad I got in touch with you. Perhaps you can help me understand how you handle your (training, software, and so on) process. How do you get involved in that?” Or “I'm glad I got in touch with you. Perhaps you can help me. How does the ordering of the (training, software, and so on) process go?” And “_________, we have a lot of solutions that may be a fit, but I don't want to bombard you. Perhaps you can help give me a brief understanding of who handles what, and then I'll be able to know who would be the best person for this. Let's start with you—what do you take care of there?” And “_________, could you help me understand how this flows at your company? Who handles (training, software, and so on)?” And “_________, help me understand how the decision process works over there. How do you get involved?” And “Perhaps you can help me. I'm sure you've got a lot of people handling different things. Let's start with the part of the process you handle. What part is that?” Layer with: “And who handles the other parts? "
― , Power Phone Scripts: 500 Word-for-Word Questions, Phrases, and Conversations to Open and Close More Sales
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" 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
Power Phone Scripts: 500 Word-for-Word Questions, Phrases, and Conversations to Open and Close More Sales