Ask yourself how they could benefit from their boss using what you sell.
We have second company that helps the executive teams improve their employee engagement. Companies with high levels of employee engagement wind up on the ‘Best Places to Work’ lists—consistently. And, just in case you didn’t know it, it has been proven that companies on those lists consistently outperform their peers who do not pursue employee engagement with a passion in about every financial measurable way.
It’s a fun business to be in because one of the ways we help those executives improve their employee engagement is by helping them leverage their second most expensive employee benefit, vacation pay. And, hey, who doesn’t like to talk about vacations?
So, what does that have to do with appointment setting? We cold call to get appointments. Because we deal only with ‘C’ level executives who take a strategic view of their companies, we do run into our fair share (and probably some of your fair share, as well) of human gatekeepers. How we get those gatekeepers to help us is by appealing to their own selfish interests. Can you think of anyone who would not like to take more and better vacations—and do so for less money? I don’t know anyone either…
Your product or service may not be so easy to spin in that manner, our sales training certainly isn’t. But gatekeepers are also charged with helping their bosses’ succeed. In fact, the more successful their bosses are, odds are, those gatekeepers get rewarded as well.
The bottom line is this. Spend some time thinking about how you have helped H.E.R.B. (Highest Executive Responsible for Buying) profit personally from what you sold them. It might be as simple as a bonus or as big as a promotion. Then think about how to take that story and tell it to your target’s gatekeepers. Now you’ve got something to talk to the gatekeeper about.
If you’d like more information on working with gatekeepers, check out these other blogs:
If you’d like more information on gatekeepersl or why no team of sales professionals has ever failed to at least double the number of Initial Appointments they were setting after going through one of our programs, give us a call or drop us a line. We love talking about the challenges of appointment making!
Caponi Performance Group and Contact Science jointly market the telephone prospecting and cold calling solution called Coldcalling101™. It is the only comprehensive solution to solving the biggest barrier to success in most selling organizations—the inability to secure enough Initial Appointments to begin the selling process. We accomplish that through simultaneously addressing both the efficiency and effectiveness of the process. We can be reached at 817 224-9900 or at firstname.lastname@example.org. You can also find answers to many of your challenges in our books: Contrary to Popular Belief, Cold Calling DOES Work! Volume I: Effectiveness, The Art of Appointment Making and Volume II: Efficiency, the Science of Appointment Making.
(Key words, gatekeepers, VectisOne, selfish reasons, HERB, effecitiveness.)
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