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Make The Sale Happen Before Lunch by Stephan Schiffman

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RULE 40 Dare to Be Wrong

Just about everyone has had the experience of trying to get the name of a contact at a certain organization — and not being able to do so. Here’s my favorite story about overcoming that obstacle. One of our senior trainers has an innovative way of dealing with receptionists and gatekeepers who try to keep him from getting the names of contacts at target organizations. Whenever he is told that the target company “doesn’t give out that information,” our trainer simply calls back the next day and says, “Excuse me. Is Bob Foster the vice president of sales at your organization?” (Bob Foster, as you may have already guessed, is a name used specifically for this question.) Nine times out of ten, the same receptionist will happily ...

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