Follow a few key pointers and you will have staying power and the ability to work in tandem with the executive assistant for an invitation to meet face-to-face with the executive.
1. Maintain your mental position as a Top Dog in your world. When an Alpha Dog decision maker, tells you what he wants done, make sure that you follow those orders on his playing field. By the same token, when he asks about your business arena that is your playing field, where you give the orders.
Follow the decision maker's instructions in his area of expertise, but in your area of expertise, you are the one to say, "This is how it is done." Hold your own and maintain staying power.
2. Know why high-level prospects refer you to low-level decision-makers. Cold callers are referred down for one of two reasons. The prospect is either interested in what you have to offer and wants input from a team member; or something in your language signaled the prospect that you are not ready to hold your own with high-level decision-makers and your prospect decides your call really is best handled at a lower level.
Here's an insider's perspective on words that signal whether or not the caller (you) is ready for prime time.
High-level decision-makers use terms found on a profit and loss statements. For example, the term "expenses" is a high-level word used by executives. Utter the word "costs," however, and you will be viewed as being better paired with a low-level decision-maker. The word "sales" is a low-level decision-makers term and "revenues" is a high-level decision-makers word. Speak in terms of "dollars and cents," a bean counter's verbiage, and you will be kicked down the organizational ladder. Speak in terms of "percentages" and you will have staying power with the high-level decision-makers gatekeeper.
3. Repeat, Repeat, Repeat the reason for your call. Yes, as odd as it may feel to you as you do it, know that repetition will give you staying power. You will be able to repeat the reason for your call three or more times during the 90-seconds of time you have with the gatekeeper.
Remember, getting brushed down isn't always a brush-off. Just respect the rules of each playing field, follow through accordingly, and you will have staying power.
What kind of change of perspective is this for you? Let me know.
Leslie Buterin (like butterin' bread)
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