Can you believe it? This is the 40th episode of The Sales Guy Podcast. Thank you very much for making us a success. Please take a moment this week to tell somebody you work with to subscribe to the Sales Guy free on iTunes, and if you haven’t already be sure to download all forty issues.
Here’s the scenario. You need to get to a decision maker at a prospective account but you don’t know who it is. What is the best way to get this information? I’ll answer this question in just a moment but first, here is a word from our sponsor:
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Two weeks ago I ran across a prospect that was a perfect fit for my business. Unfortunately I had no idea who the decision makers were at the company. I called the phone number on the website and after a lengthy automated message and an un-helpful attendant I was right back where I started. That was when I used my tried and true ace in the hole.
I dialed the main number again. The automated message said, “Press 1 for the sales department.”
I pressed 1.
Two rings later and enthusiastic voice answered the phone:
“This is Mike can I help you?”
I responded, “Hi Mike, my name is Jeb Blount. The reason I’m calling is I’m trying to reach the person in your company who buys training programs. I wasn’t having much luck going through the switchboard and I figured as a fellow salesperson you could relate and might give me a hand.”
Mike was instantly empathetic. He replied, “I know what that’s like. I’ve been having the same problem all morning. The person you are looking for is Jean. The best way to get her is on her cell phone. Hold just a second and I’ll get it for you.”
Mike and I shot the breeze for a few more minutes and had a good laugh before hanging up.
My very next call was to Jean, who answered the phone on the second ring. After a fifteen minute conversation we had a verbal agreement and later that afternoon Jean signed a six month contract.
This tactic has worked for me time and again when I’ve had a hard time getting to the right people in prospective accounts. The reason it works is because a) salespeople tend to know who’s who in their organizations and b) because most salespeople will go out of their way to help another salesperson. These are people who stand can stand in your shoes. They know what it is like to hit a brick wall. And if you are honest, polite, respectful, and bring a little humor and humility with you, they will often open doors that would have been very difficult to open on your own.
Before I leave you this week I want to congratulate the Gold and Silver Medal winners of the Sales Book Awards. This non-profit book award program recognizes the top Sales Books, eBooks, and Audio books each year. To check out all the winners and perhaps find a book that will have a positive impact on your sales career please go to http://www.SalesBookAwards.org
And remember to visit GoToMeeting.com/podcasts for your free 30-day trial. That's GoToMeeting.com/podcasts.
This is Jeb Blount, the Sales Guy. If you have a sales question please send it to salesguy@quickanddirtytips.com.And please be sure to connect with me on Facebook, LinkedIn, Twitter, and SalesGravy.com. For more amazing podcasts visit QuickandDirtytips.com.
