If you’re an inside salesperson you know just how difficult it is to reach Bill the decision maker, even if you have his direct line. Shirley the Gatekeeper is in the way, which is perfectly fine, that’s her job. And she’s very good. But she’s still not putting you through.
“You need to talk to Sam,” she’ll tell you, again. “Bill’s not involved in these matters.”
Both you and Shirley know perfectly well that Sam doesn’t make the call, Bill does. He’s your man and it’s plain as day. But this is the game of sales, and you bite your lip because if you anger Shirley it’s pretty much over, isn’t it?
What can you do? How can you get through to Bill the decision maker?
Well, if you work on the floor with other salespeople there is a way. It’s called the Sneak Attack, and it can be very effective. It’s a full on phone blitz and it most surely tests a gatekeeper’s incoming phone skills.
What’s the Sneak Attack? The Sneak Attack is when you have everyone in the office call Bill’s number at the same time.
It’s crucial that the first person in, the first contact, to stall Shirley. Play dumb, talk slowly, very slow-ly. Pretend you don’t hear her. If she puts you on hold, hang up and redial. Repeat the process.
If Bill is in, he will pick up. All the ringing, all the noise, all the lines lighting up will be too overwhelming.
Once you get through, or your colleague gets through—give the pitch of your life. You may only get one crack at Bill. This could be your Olympics. One chance in lifetime. Make the most of it.
Yes, sales can be a collaborative effort, especially in tight situations. Getting through to the Bills of the world as never been more difficult. The higher you climb the ladder the more unattainable these decision makers are. It’s time to get loose, have a little fun, and get Bill on the phone.
The Sneak Attack. When Shirley is just too much.
For a related link on this subject please view “Inside Sales—The Musical”