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Hal Becker’s Ultimate Sales Book by Hal Becker

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LESSON 22Getting Past the Screen

The screen, such as a receptionist or office administrator, is the key person who determines if you will be successful in reaching the decision-maker with information about your product or service. Most salespeople have no idea how to interact with these gatekeepers whose job it is to decide who will get through and who won’t. This can be one of the toughest areas for a salesperson.

Most salespeople haven’t been trained in the art of working with a screen or gatekeeper when making cold calls. I can’t tell you how many salespeople I have seen who just ramrod their way past the receptionist, trying to see the decision-maker, or even worse, took the sweet-talking approach and thought they were charming the screen. ...

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