Please Return Call

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INTRODUCTION

Probably the most difficult, not to mention the most expensive, aspect of selling

is finding new business. Most salespeople spend countless hours on the phonejust to schedule an appointment, so they can introduce their product or service toa potential client. Because of this, Slife Sales Training, Inc. created the e-bookPlease Return My Call!

This book contains 50 tips on how to get your calls returned, and how to reachthe decision maker. The tips were submitted by salespeople and comprised bySlife Sales Training, Inc. In the left column at the beginning of each article, wehave provided the contact information for each author. Some tips have twoauthors because they each submitted similar ideas. At the end of each tip is abrief description of each author and their company. We encourage you to contactthese people if you need their product(s) or service(s). All the authors sales tips

included in this book were chosen for the following reasons:

1. They were not dishonest.2. They were creative, but perceived as effective.3. They were useable. In other words, the typical salesperson could implement

them immediately.

Although you may not be comfortable utilizing every idea in this book and youmay have already heard of a tip mentioned, we encourage you to implement asmany as possible, and then focus on the ones you discover are the most helpful. Ihope these ideas become a valuable part of your sales arsenal.

If you have would like to submit your own idea on how to get your calls returnedemail us [email protected]. If we add your tip to this book, wewill email you a free copy of our e-book, 210 Sales Tips.

Sincerely,

Eric Slife

Eric SlifeSales Training, Inc.

P.S. If you are interested in receiving more information concerning one of our

sales seminars or some of our training materials, please visit us atwww.salestrainingcamp.comor view the products page at the end of this book.

Finally,Please Return My Callcannot be emailed to any other party withoutexpress written permission from Slife Sales Training, Inc. In addition, you mayprint this document for your own personal use, but you may not reprint thisdocument and distribute it to other individuals.

Slife Sales Training, Inc. 4320 West Eaglerock Place Wenatchee, WA 98801 (509) 665-6479

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mailto:[email protected]://www.salestrainingcamp.com/http://www.salestrainingcamp.com/mailto:[email protected]


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TABLE OF CONTENTS

Page 4 TIP 1: DUMB GUY APPROACH

Page 6 TIP 2: ILL BE AT YOUR OFFICE ATPage 7 TIP 3: FOR THOSE WITH UNIQUE TALENTSPage 8 TIP 4: ILL KEEP TRYINGPage 9 TIP 5: LOOK FOR RESERVED PARKINGPage 10 TIP 6: CALL AT ODD HOURSPage 11 TIP 7: SEND A SURVEY CARDPage 12 TIP 8: IM NOT INTERESTED REBUTALPage 13 TIP 9: NEED 3 OR 4 MINUTESPage 14 TIP 10: ASK FOR ACCOUNTS RECEIVEABLEPage 15 TIP 11: EMAIL YOUR CONTACTPage 16 TIP 12: THEYRE EXPECTING MY CALLPage 17 TIP 13: BEFRIEND THE GATEKEEPERPage 18 TIP 14: CONTACT TWO LEVELS HIGHERPage 19 TIP 15: INVITE TO A SPECIAL EVENTPage 20 TIP 16: BE PERSISTENT

Page 21 TIP 17: SEND HALF OF A PAIRPage 22 TIP 18: DIAL THE EXTENSION BEFORE OR AFTERPage 23 TIP 19: YOUR OLD CONTACT HAS LEFTPage 24 TIP 20: ASK FOR THE EXTENSIONPage 25 TIP 21: SEND THREE LETTERSPage 26 TIP 22: I NEED TO SEND SOME INFORMATIONPage 27 TIP 23: INTERNALLY TRANSFERRED CALLPage 28 TIP 24: ACE OF SPADESPage 29 TIP 25: ASK FOR SALESPage 30 TIP 26: EARLY MORNING VISITPage 31 TIP 27: THE LOTTERY TICKETPage 32 TIP 28: LEAVE CLEAR VOICE MAIL MESSAGESPage 33 TIP 29: INTRODUCE YOURSELF FIRSTPage 34 TIP 30: REGARDING YOUR COMPETITIONPage 35 TIP 31: TURN YOUR PHONE INTO A MICROPHONE

Page 36 TIP 32: SEND A FORKPage 37 TIP 33: LEAVE ONE TICKETPage 38 TIP 34: WHILE YOU WERE OUTPage 39 TIP 35: THE CHECKLISTPage 40 TIP 36: TECHNICAL QUESTION APPROACHPage 41 TIP 37: DO YOUR HOMEWORKPage 42 TIP 38: THE BARBIE DOLLPage 43 TIP 39: FIRST NAME ONLYPage 44 TIP 40: HEY, WHAT HAPPENED?Page 45 TIP 41: CORRECTLY PRONOUNCE NAMESPage 46 TIP 42: ABSURD HONESTYPage 47 TIP 43: IM DISCARDING ALL OLD FILESPage 48 TIP 44: SORRY, I MISSED YOUPage 49 TIP 45: GET THE SECRETARYS NAME

Page 50 TIP 46: HELP, OR ILL JUMPPage 51 TIP 47: TWO BAGS OF COOKIESPage 52 TIP 48: ARE YOU THE EXPERTPage 53 TIP 49: THE DROP ROUTINEPage 54 TIP 50: GET THE GATEKEEPERS ADVICEPage 55 TIP 51: CATCH BEFORE THE MEETINGPage 56 TIP 52: PIZZA DELIVERYPage 57 TIP 53: OVERNIGHT YOUR INFORMATIONADDITIONAL SALES TRAINING PRODUCTS


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TIP 1: DUMB GUY APPROACHSubmitted By:

Aaron Dotson

RBI Bearing, Inc.1055 Stevenson Ct., Ste. 102WRoselle, IL 60172(630) [email protected]

If you call and tell the gatekeeper, Im Joe from ABC Company, and I

need to speak with the decision maker about my product or service.Immediately, a gatekeeper can become very short, and you get nowherebecause they (like most people) dont like to be told what to do.

However, if you ask a gatekeeper for their help, they instinctively want tohelp you because:

You have made them feel important.

You have made them feel smart.

People naturally want to assist someone who asks for help.

By assuming the dumb guy role a gatekeeper is much more likely to beopen to you and grant your request.

For example:Good morning, Im Aaron Dotson with RBI Bearing, Inc. Can you helpme? I am looking into your industry as being a possible potential for ourproduct, but Im unsure as to some of your specific applications.

Wait to let the gatekeeper talk. Ask them some appropriate questions,genuinely compliment them, and express your appreciation.

Gatekeepers name,I really appreciate you taking the time to educate meon your company. Often, I contact a company, and the individual whoanswers the phone either cant answer many of my questions or is shortwith me. However, you have been a great help. Just out of curiosity,would you know what current product or service your company currentlyutilizes? If you dont know off the top of your head, I can send you anemail for you to respond back to me with the information.

By following the above example, you have accomplished the following:

You have obtained a better understanding of the company andtheir current product or service.

You have started to create an ally in the company who canprovide you with answers to questions, provide you with criticalcompany insight, and hopefully positively influence the decisionmaker(s) when they are ready to buy.

You have acquired more knowledge on an entire industry thanbefore you called.


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This approach can also be used with voice mail. Hello, I am Aaron Dotsonwith RBI Bearing, Inc. in Addison, IL. Im looking for help on some ofyour specific products. Im doing some research on (whatever they do),

and I would appreciate a minute of your time. Please call me at

About the author or company:RBI Bearing, Inc. is the leader in quality bearings and assemblies fromChina. RBI owns and operates two factories in China. Our NorthAmerican operation includes offices/warehouses in Los Angeles, Chicago,and Toronto. You now have a source for bearings, as well as otherproducts, in China.

Click Here to Return to The Table of Contents


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TIP 2: ILL BE AT YOUR OFFICE ATSubmitted By:

Barbara Marchael

Regional Sales ManagerWestern Uniform & Towel Service1701 N. MosleyWichita, KS 67214(816) [email protected]

Carol CoramNewport Promotional Services, Inc.1440 Hicks Rd., Ste. ARolling Meadows, IL 60008(847) 398-5500 ext. 102

[email protected]

If after several attempts, you are unable to get your prospect to return your

calls, leave the following voice mail message.

Dear Mr. or Miss Prospect, I will be in your area on at time. If I donot hear from you, you can depend on me to be at your location at thefollowing designated time... If you are unable to meet at this time, pleasecall me at the following number...

If they do not call you back, show up at their office at the time youspecified with a packet of information. Explain to the gatekeeper that yourprospect is expecting you. Sometimes your contact will come and visitwith you, or they may ask you to leave the information at the front desk.

The next time you call them, you are much more likely to speak with yourprospect or get your voice mail message returned.

Even if you arent able to reach the decision maker, gatekeepers areusually more receptive to sharing important information with you becausethey can place a name with a face.

About the author or company:Barbara Marchael For 55 years Western Uniform has worked hard tobecome the largest regional independent industrial provider of uniformsand ancillary items in the Midwest. We are committed to providing our

customers with consistently clean, well-maintained garments. Weimplement the latest technology to offer you the most efficient andresponsive service.

Carol Coram Newport Promotional Companys many years ofexperience enable us to recommend and source the appropriate items foryour needs. We constantly endeavor to provide awards, business gifts, andpromotional products that both favorably reflect your company name andlogo, as well as, to assist in achieving your corporate goals.PowerfulPromotions. Effective Results. Its more than our slogan its our goal!



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TIP 3: FOR THOSE WITH UNIQUE TALENTS

As an incentive to get prospects to return my calls, I leave a voice mail

explaining that I keep my tap dancing shoes in the back of my car. I tellthem that if they will get back to me, I will be happy to bring my shoesand tap dance before the appointment. Although Ive never actually had totap dance for a prospect, I have found that this approach results innumerous returned calls.

You want to make sure you know whom you are dealing with and that it isappropriate. Typically, I use this tactic as a last resort, so I figure I havenothing to lose. Also you dont have to tap dance, just a unique talent orskill.

About the author or company:Barbara Moss is a Sales & Design Consultant for Rentokil Tropical Plants.Her passion for tropical plants sends her throughout the Boston areaselling and designing plants for lobbies, hotels, hospitals, andcorporations.


Barbara MossRentokil Tropical Plant Services281 Newtonville Ave.

Newton, MA 02460(617) 965-8130 Ext. [email protected]


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TIP 4: ILL KEEP TRYINGJohn DeWeesDirector of MarketingTribe Pictures

244 Main St.Chatham, NJ 07928(973) [email protected]

If you need to leave a voice mail message, state your name, your company

name, and a brief description about what you do. Give the recipientspecific details on how to reach you. In addition, tell he or she that if youdont hear back from them after an elapsed time, you will call them at aspecific time.

Assuming they dont call you back, leave the following second voice mailmessage.

This is (your name) with (your company). I realize by talking to yourvoice mail that you are extremely busy. I also realize that as a top-leveldecision maker, you have the power to say not interested in about ten

seconds. You havent told me no, so I can only assume that you havesome interest. I just need to keep trying until I catch you with enoughtime, so you can consider what I have to offer. Ill give you a call aboutevery other day, and Ill try to reach your secretary as well. If you wouldrather not wait for me to call you, I can be reached at Thanks and have agreat day.

The following tip is a slight variation from the previous tip.

On your prospects voice mail state, I know how busy you are, and Idont want to waste either of our time. If you would like to be taken off

my follow up list, please call me at (xxx) xxx-xxxx. If I dont hear fromyou, I will assume you want to remain in my contact file, and I will callyou next month.

Make sure you leave your cell phone number or have your office phoneforward to your cell phone, so you make sure you receive the call.

About the author or company:Tribe Pictures Films of Persuasion is the leading creator of commercialquality film and video designed to launch a product, service, campaign, orbrand. In addition, our company can be used to celebrate, renew, and

inspire an audience to feel, think, understand, and act.



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TIP 5: LOOK FOR RESERVED PARKING

If you are experiencing a difficult time contacting top-level decision

makers (President, CEO, CFO, etc.), pay a visit to their companysparking lot. Once you are there, place your business card, a brochure, orsome literature on the cars that are parked in the spaces markedReserved. By doing this, you can pretty much guarantee that you willget your name in front of at least one decision maker or strong influencer .


Bobby Bens


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TIP 6: CALL AT ODD HOURSJudi Cline-KadetzV.P. of Client ServicesA.M. Kinney, Inc.

150 E. 4th

Street, 6th

FloorCincinnati, OH 45202(513) [email protected]

If you are trying to avoid being screened by the gatekeeper, try calling

after hours either in the early morning or evening after the gatekeeper hasgone for the day. Many times managers or owners work late and willanswer the phone directly.

You can also try call during lunch hours because a less experiencedgatekeeper will usually be answering the phones. As a result, you stand abetter chance of being put through to your contact.



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TIP 7: SEND A SURVEY CARDCarey GiudiciRoot [email protected] Invite new prospects to learn more about your company by offering a free

sample to anyone who returns your survey card. Make it easy for yourprospects to return your survey card by supplying a self-addressedstamped envelope. Once you receive the returned calls, contact yourprospects and schedule a time when you can hand-deliver the free sample.

For best results, send your offer to your top prospects, people who callrequesting information, directors of trade or professional associations inrelated industries, etc.



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TIP 8: IM NOT INTERESTED REBUTALGreg BowenCorporate Account ExecutiveGlobal Computer Solutions

1440 Grayland Creek PlaceLawrenceville, GA 30045(678) [email protected]

One phrase that works good if your client states, Im not interested.

respond with the following, I understand. Could you please tell me Mr.Smith, is that no for now, or no forever? Almost always, yourprospect will ask you to call back in a couple of weeks.

When you call back, let the gatekeeper know your prospect is expectingyour call. Once you have your contact on the phone, remind he or she thatthey requested you to call them back in a couple of weeks to discuss yourproduct or service.

About the author or company:Global Computer helps businesses growby providing technology solutions for todays complex business world. As

a marketer of the most comprehensive selection of computer systems,peripherals, networking equipment, software, and consumables; GlobalComputer is your single source IT solutions provider.



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TIP 9: NEED 3 OR 4 MINUTES

When you leave a voice mail message, ask your prospect for only 3 or 4

minutes of their time. State that during that time, you would like to discussif a common denominator exists for us to do business together.

By specifying a timeframe, you assure the prospect this will not be a long-winded sales call. In addition, the latter part is very non-threateningbecause you are simply asking if it makes sense to move forward in abusiness relationship. About 60% to 65% of my calls are returned within 2days.

By the way, you can also use this tactic if your prospect actually answersthe phone. Ask them, May I have 3 to 4 minutes of your time? This

allows them to let their guard down because they dont have to worryabout being on the phone for 30 minutes. If they say, Now is not a goodtime, ask them What time would be better?

About the author or company:Daren has ten years experience sellingI.T. staffing and project-based services. Currently the Regional V.P. forIntePros, he is an accomplished salesperson, sales manager, and salestrainer.


Daren BitterIntesPros Consulting13777 Ballantyne Corporate Place

Charlotte, NC 28277(704) [email protected]


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TIP 10: ASK FOR ACCOUNTS RECEIVABLE

When you call on a company, ask for Accounts Receivable. You are

almost always put through. Once you are transferred to AccountsReceivable, ask for the name of the individual or department you weretrying to reach. The assistant will usually tell you what the decisionmakers name is if you need that, and they will transfer you to their directline.

About the author or company:The Portables is Canadas larges sourcefor portable marketing solutions. As a full-service 100% Canadiancompany, we are able to provide you with everything from branding,creative design, pre-show planning, training, exhibit rental, customexhibits, logistics, and much more.


David WoodsThe Portables Exhibits & Displays284 Consumers Rd.

Toronto, Ontario M2J 1P8(416) [email protected]


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TIP 11: EMAIL YOUR CONTACT

If you are unable to get someone to return your calls or the gatekeeper is

being difficult, go to the companys website. Usually there is a contactus button or an email address that you can email the company. Informthem you are trying to send your contact some information, and you wouldlike their email address.

When you email your contact, always put your name and company in thesubject line. In addition, make sure your email contains a signature linecontaining your name, company name, address, and phone number.Finally, dont ever include an attachment if the recipient is not expectingyour email. Particularly with email, you dont want to appear evasive oruntrustworthy because people will be leery that you are spamming them or

sending them a virus. As a result, your email will be deleted before it isever read.

The content of the email cant be canned, so dont send out one email tonumerous recipients (spamming). Simply write, you just want x minutesof their time to determine if your companies might be able to mutuallybenefit by working together. In addition, let your prospect know you willcontinue to send them an email unless you hear otherwise.

By emailing your contact directly, you eliminate the gatekeeper fromscreening your message, your contact has less chance of losing your

contact information, and your contact will pay more attention to yourmessage.

About the author or company:Dennis Tyler is a Certified TacticalMaster Instructor in the non-deadly force system of CDT (Compliance,Direction, and Takedown). I conduct seminars in personal safety andfamily protection. CDT is comprised of the most time proven, non-deadlydiffusion techniques. Sub-courses range from 4 to 6 hours, fullcertification courses from 12 to 20 hours.


Dennis Tyler12937 SE Kent Kangley RdPMB 460

Kent, WA [email protected]


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TIP 12: THEYRE EXPECTING MY CALL

Mail your client a promotional product with a personal letter outlining the

benefits or your product or service. At the end of the letter, inform themyou will be calling on (specific date) at (specific time).

When you call them at the date and time you specified, tell the gatekeeperthat your contact is expecting your call. As a result, you have turned a coldcall into a warm call.

About the author or company:Award winning promotional marketingcompany utilizing imprinted promotional products telling your message,to keep your name remembered. From simple tattoos or balloons to moreelaborate custom designed marketing programs. We begin with learning

your objective, theme, and target audience. Then we will design a programuniquely for you.


Doug KaltenbergMarComm Promotions, Inc.6767 Southwest 167thPlace

Beaverton, OR 97007(503) [email protected]


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TIP 13: BEFRIEND THE GATEKEEPER

Never overlook the power of the gatekeeper. It is critical to gain the

gatekeepers trust by: Introducing yourself and identifying your company.

Asking them for their help concerning whom you should contact.

Telling them how much you appreciate their help, andcomplimenting them on the job they do.

If you take the time to befriend the gatekeeper and earn their trust, youwill receive the following unexpected results:

The name of the actual decision maker, and access to them.

Insight into company politics.

Key information about the company status - are they growing,down sizing, shifting focus, being bought out, etc.

Important information about the decision maker - their likes anddislikes, their priorities, how best to approach and sell them.

Someone who can provide positive feedback about you when yourcontact has to choose between several different vendors and asksfor their opinion.

About the author or company:Eileen Olson has more than six years ofsales successes for Access International. Access is a visionary solutionsprovider focused on remote order entry information technology for the

field sales force.


Eileen OlsonRegional Sales ManagerAccess International

1865 Bernice Rd.Lansing, IL 60438(708) [email protected]


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TIP 14: CONTACT TWO LEVELS HIGHERAlan MeyerTele Interpreters500 North Brand Blvd., #1850

Glendale, CA 91203(818) [email protected]

Carina FettermanParadigm International, Inc.604 East 20thStreetHouston, TX 77008(713) [email protected]

Always try to contact at least two levels ahead of the decision maker for

your product when you call for the first time. Once you are put through tothe boss of the decision maker, ask for the person you are trying tocontact.

Although the gatekeeper is probably already aware which officetransferred you, you still want to mention it to them. Often your call willbe put through, because you were sent to them by their boss.

You should also contact the individual at least two levels higher than yourcontact, because decisions are often determined by someone higher upthan you originally thought or were told. As a result, by calling several

levels higher, you will often discover they are actually the decision-maker.

About the authors or their company:Alan Meyer We offer over-the-phone interpretation services in over 150languages. We bridge the language barrier between company and theircustomers or employees.

Carina Fetterman Paradigm has your marketing solution.



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TIP 15: INVITE TO A SPECIAL EVENTElizabeth N. MatherneBusiness Development CoordinatorShield Engineering, Inc.

4301 Taggart Creek Rd.Charlotte, NC 28208(704) 394-6913)[email protected]

For those companies that you consider your top prospects, contact the

decision makers assistant (be very polite), and find out their bosssfavorite activities or interests.

When you call the decision maker again, explain to his or her assistant thatyou are calling to invite them to a special event (sporting event, golfouting, musical, etc.) or to give them a gift (magazine subscription, giftcertificate, etc.). If you opt for the gift, make sure they understand you willhand deliver it over a meeting. A special event is preferred, because of thetime you spend with them. If the boss is not there, get a specific time anddate when you should call back to speak with them.

You may even consider sending them a letter or an email, but dont bedeceptive. Make it very clear you are interested in doing business withtheir company, and you value the opportunity to get to know them andtheir company better.

About the author or company:Shield is a full service engineering &environmental consulting firm. Shield is listed by ENR as one of the top200 environmental firms (July 2000 and 2001), and Zweig White &Associates recently named Shield as one of the fastest growingenvironmental consulting firms in the U.S.



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TIP 16: BE PERSISTENTDiana HallAccount AssociateDatalink Corporation

8170 Upland CircleChanhassen, MN 55317(800) [email protected]

This is a simple but effective tip to get your prospect to return your call.

There are many books on how to sell to various personality types. Theysuggest the majority of people dont feel comfortable making a decisionuntil at least 4 to 5 contacts. By being persistent, you can eliminate mostof your competition because most salespeople quit calling after 1 to 2attempts.

When you call but dont actually talk with the decision maker, leave avoice mail message. Always tell your prospect who you are, yourcompany, and that you will call them back. Dont let them know the exacttime because they will screen your call.

Continue to call back, and leave voice mail messages. By doing this youwill continue to get your name in front of your prospect, which increasesthe chances of your prospect either taking or returning your call. Bykeeping your name in front of them you increase your chances because:

1. You build more trust than the person who only calls once.2. Your prospect will be more likely to remember you because they

repeatedly hear your name.3. They may have lost your information, but received it on one of your

follow up calls.4. You may have originally called them at a bad time, but on your follow

up calls they paid more attention to your message.5. Finally, they may just call you back because they feel you will never

stop call if they dont call you back.

Just make sure you have your list of contacts ready, so when they do callback you are prepared.

About the author or company: Datalink is an information storagearchitect. We work with our customers to plan and implement customizedstorage solutions that store, protect, and provide continuous access to theirinformation. We give our customers storage infrastructure that meets their

business needs and maximizes the value of their information.



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TIP 17: SEND HALF OF A PAIR

Think of an item you can mail that comes in pairs: mittens, socks,

sunglasses/case, shoes, something that relates to what your company doesor the idea that you are trying to convey to the recipient. Develop a briefbut creative letter that you can mail with on of the pairs of the items (onemitten, one shoe, etc.) To get the second part of the pair, the recipient mustcall, email, fax, visit website, etc. (You could even send a part of a teamlike item a straw could be sent, and the remaining piece could be atumbler mug that is picked up at your booth at such and such tradeshow.)People are more likely to respond when they can receive something free.

Another amazing piece is a non-activated calling card that is super-sealedinto a postcard and mailed to your target audience. To activate the calling

card the recipient must follow your instructions visit website, enterinformation, etc. Because most everyone can use this card when traveling,for a college student, etc. it often elicits the response you want to occur.You just need to make sure you provide enough minutes on the card tomake it worthwhile for the person to respond.

About the author or company:Kurios & Schmidt Promotions, Inc. is apromotional products/advertising specialty company. Because of the arenathat I am in, I like to utilize the tools I have access to. In an age of limitedtime and extreme busyness, people need incentives to act in a way that youdesire.


Suzanne SchmidtKurios & Schmidt Promotions, Inc.2875 Jordan Ave., Ste. 110

Minnetonka, MN [email protected]


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TIP 18: DIAL THE EXTENSION BEFORE OR AFTERTony AntoniniAccount ExecutiveSir Speedy Printing

3818 Far West Blvd., Ste. 105Austin, TX 78731(512) [email protected]

If you know the prospects extension, for example ext. 200, dial the

extension just before or after your contacts extension. In this example,you would dial ext. 199 or ext. 201.

By doing this, you will usually reach the person who is right next to yourcontact. Once you tell the person at the extension whom you are trying toreach, many times they will walk over and get the person on the phone.



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TIP 19: YOUR OLD CONTACT HAS LEFT

If you are calling on an account and your contact no longer works for the

company, use the following technique. Start telling everyone in thecompany that you and your previous contact were discussing thepossibility of working together.

Once you reach your new contact, give them a detailed review ofeverything you and their predecessor had discussed, and what interestedthe previous contact. The new contact usually does not want to drop theball, and will start asking questions about your services/products. Makesure you emphasize the kudos they will receive for having completed thisproject.

By focusing all of your efforts on your new contact, you will many timesdevelop a stronger relationship than you had with the previous contact,and you wont be starting over.

About the author or company:TMA provides high-level telecomconsulting services to medium and large size organizations located inPennsylvania, Delaware, and New Jersey.


Thomas GrahamTMA, Inc.P.O. Box 1030

Mullica Hill, NJ 08062(856) [email protected]


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Eric SlifeSlife Sales Training, Inc.4320 West Eaglerock PlaceWenatchee, WA 98801

[email protected]

TIP 20: ASK FOR THE EXTENSION

Call into a company after hours, so that you receive their voice mail

system. Often the system will prompt you to input your contacts name,and it will provide you with their extension.

When you call back the next day, ask to be connected directly to thatextension. If the gatekeeper is still being difficult, try to call your contactdirectly by using their extension. For example, many times a main phonenumber may look something like 678-1000. If your contacts extension is236, call 678-1236. Many times this will be your contacts direct line, andwith a little persistence, you will be speaking with your contact.



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TIP 21: SEND THREE LETTERSStephen C. GilbertPacific Real Estate Partners, Inc.225 108thAve. NE

Bellevue, WA 98004(425) [email protected]

Send out a series of three initial letters two days apart. Attach either a

report or a piece of important information pertaining to your prospectsindustry. The actual body of the letter is very short, but do ask yourprospect if their current supplier has provided them with this information,and if not, why?

By sending three letters you create intrigue. Even though you havent metwith the person face to face, you have gotten in front of them three times,and provided them with information they didnt previously have.

After the third letter, call your prospect. You will almost always getthrough to your contact even when someone is screening their calls.

When you do speak with the decision maker, let them know you separateyourself from your competition by being a resource for your clients, andnot just another vendor.

Ask your prospect if they would like you to continue sending information.If they say yes, ask them how they prefer to have it sent: mailed, faxed, oremailed. In addition, keep you eyes open for other information that yourprospects or clients might find beneficial.



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TIP 22: I NEED TO SEND SOME INFORMATIONKayla ONealSales & Marketing DirectorInvision Computer Support for

Smart Business7739 QuiviraLenexa, KS [email protected]

In order to find out the name of the person you need to contact, tell the

gatekeeper who you are and that you would like to send some informationabout your product or services. Next find out who you should address thepackage to and their title. Once the gatekeeper gives you the name, askthem if they are available.

Typically the gatekeeper will put you through without hesitation. Even ifthey arent available, you now have a contact name. At a later date, youcan call back and directly ask for your contact.



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TIP 23: INTERNALLY TRANSFERRED CALLKeith McInishAtlanta Site DirectorExodus, A Cable and Wireless Service

101 Aquila WayAustell, GA 30168(770) [email protected]

In order to use this simple technique to avoid the gatekeeper, you need to

first get the internal extension of your contact. You also need to call earlyin the morning before the receptionist arrives, so you will automatically gointo their voicemail system.

First, dial another employees extension at the company. Once the otheremployees phone picks up, press the # key. Most voicemail systems aresetup, so that if you press the # key you will be able to transfer toanother extension. Once prompted, type in your contacts extension. As aresult, it looks like an internally transferred call, rather than someonecalling from an outside line. Because you call early in the morning, mostexecutives will pick up the phone since they are in their office before

everyone else.

About the author or company:Exodus is the premier provider ofcomplex managed hosting solutions, and the creator of the Internet DataCenter concept.



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TIP 24: ACE OF SPADESMartin SachadeNational Account ManagerPacific East Corp.

P.O. Box 439Sumas, WA 98295(800) [email protected]

The following tip has been a sure winner for me to capture the attention of

an elusive Vice-President or President of a company.

Place a queen of spades (playing card) in an envelope, and mail it to yourprospect.

Three days later mail your prospect the king of spades.

Wait one day and send your prospect via courier the ace of spades. Callthe receptionist to confirm your contact is in the office. Then visit yourprospects office, and tell the secretary to let your prospect know the aceof spades is here to see him/her.

More often than not, they will come out and meet you.

About the author or company: Our services match your database fileselectronically against the most comprehensive data sources for phonenumber updates/appends and consumer/business address corrections. Weensure that your telemarketing or mail campaigns reach your intendedmarket.



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TIP 25: ASK FOR SALESLori RichardsonSmile and Dial Sales Coachingwww.smileanddial.com

(206) [email protected]

One of the best ways to get the correct decision-makers name (in

whatever department) is to call and ask for sales. Typically, gatekeepersdont screen people asking to speak with the sales department. In addition,because salespeople are usually empathetic towards each other, they areusually very happy to help you.

Many times they will provide you with a brief overview and answer someof your questions about the company and the decision-maker.

After the salesperson has shared their information with you, make sureyou thank them. Also, ask them if you can provide them a lead to helpthem get their foot in the door with your company.

About the author or company:Smile and Dial is a partner who helpssales professionals achieve quota goals, business goals, and personalgoals. Visit us at www.smileanddial.com.



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TIP 26: EARLY MORNING VISITEric SlifePresidentSlife Sales Training, Inc.

4320 West Eaglerock PlaceWenatchee, WA [email protected]

Similar to the previous tip, personally visit a company, about 20 minutes

before their actual business hours start. Particularly if it is a smallercompany, you stand a good chance to actually have the owner greet you.

Inform them that you are on your way to work, and you have reallywanted to do business with their company. Provide them someinformation with a business card, and ask them if you could schedule anappointment to meet with them or the individual responsible for yourproduct or service. Make sure your calendar is with you, so you canschedule the appointment before you leave.



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TIP 27: THE LOTTERY TICKETWalt ElySystem Care Inc.26202 Detroit Rd., Ste. 100C

Westlake, OH 44145(440) [email protected]

Fax a copy of a lottery ticket for the upcoming weeks drawing. On the fax

place a personal note containing your contact information. Many times theperson will call you back just to thank you for the chance to win a bigjackpot. If they do call back, tell them you would like five minutes topersonally deliver the ticket and introduce yourself.

About the author or company:Providing Computer Services to helpcompanies reduce their costs by utilizing remote monitoring and systemadministration; thereby reducing costly onsite service charges. We providecustom programming, network design, security application, security virusremediation, and disaster recovery planning.



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TIP 28: LEAVE CLEAR VOICE MAIL MESSAGESMorgan ToddInternational Vacation Homes9800 Sepulveda Blvd., 4thFloor

Los Angeles, CA 90045(818) [email protected]

Too many times people cant understand their voice mail messages, so

they have to replay the message over and over just to get all theinformation. Many times if a busy decision maker cant understand yourmessage, they will simply delete it.

As a result, when you leave a voice mail message state your name andphone number at the beginning and at the end of your message. Speakslowly as if you were writing it down, because your contact is writing itdown.

For example:

Hello ,

this is Morgan Todd with International Vacation Homes. I can be reachedat 800-931-8820. We specialize in helping vacation homeownersmaximize their visibility, thus increasing occupancy rates. Currently, weare offering free additional listings in our new travel mall. To learn moreabout our program, please call Morgan Todd at 800-931-8820. I lookforward to your call.

About the author or company: Generate an income off your timeshare.Call me to learn how. Morgan Todd (800) 931-8820, www.ivacation.com.



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TIP 29: INTRODUCE YOURSELF FIRSTStephen BrineDirector of Sales & MarketingTest & Measurement Australia

P.O. Box 197Blaxland, NSW [email protected]

Leave a message such as: Good morning, its Fred Bloggs from Widgets

Data, I need to speak with

By introducing yourself and your company immediately, the gatekeeperwill often forget your name. Rather than ask for it again, they will simplyput you through to your contact. In addition, instead of asking, Are theyavailable? or Can I speak with? say, I need to speak with By notasking a question, you dont give the impression that you are asalesperson.

About the author or company: Test & Measurement Australia PtyLimited, is a small import and distribution firm based in the picturesque

Blue Mountains located just West of Sydney, Australia. We specialize insupplying RF components and systems to the TV/Radio Broadcast andDefense Markets. We offer unique and quality products from specialistsuppliers.



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TIP 30: REGARDING YOUR COMPETITIONJohn CarnemollaMuzak201 Hughes Blvd.

St. Charles, MO 63301(636) [email protected]

Leave your prospect a message telling him or her that its in regards to one

of their competitors (who happens to be one of your clients). For example:Mr. or Ms. Smith, this is John Carnemolla from Muzak. Im calling inregards to your competitor. Please call me at

Make sure you clearly mention your company. You dont want to soundlike you are the competitor or that you are trying to be deceptive.

When the prospect returns your call, explain what you have done for theircompetitor, and find out if they are interested in exploring some options.



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TIP 31: TURN YOUR PHONE INTO A MICROPHONEJohn [email protected]

While working at the same company, a number of the salespeople said

they dreaded being put through to voicemail. I told them about having ascript specifically for voicemail. They thought it was a good idea, so wedeveloped one as a group.

As we were putting it into practice the next day, I was amazed by theperformance of another salesman. When he was put through to voicemail,he took the phone, turned it upside down, and started speaking into thephone like an old fashioned microphone.

After having asked him why he used the phone like a microphone, hestated how it made him feel more confident. In addition, it kept him from

faltering in his message.

Although I never saw this technique before, I mentioned it at severalcourses and workshops, and I have had considerable feedback fromdelegates who tell me that they now do it all the time.



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TIP 32: SEND A FORKHenrik SmedbergDirector Business Development180 Commerce, Inc.

400 Perimeter Center Terrace, Ste. 250(678) [email protected]

I was struggling to get through to a VP level person for a long time. I was

fairly confident he was just busy, and I was not his number one priority. Iwanted to receive an answer, so I tried something new.

I went and purchased a fork and wrapped it in a nice gift box. I included aletter stating the benefits of our products. However, I started the letter bysaying, Dear Mr. X, Im sending you a fork. Dont make me come afteryou with a spoon. Please return my call, and give me an answer. I lookforward to talking to you soon.

Shortly thereafter, I called him, and as soon as I asked him if he receivedmy gift he laughed for 30 seconds. He loved it! I was back in the door!

I would only recommend this if the individual is a prior prospect, and youknow them a little bit.

About the author or company: 180 Commerce is a returns managementsoftware company that helps companies manage the cumbersome handlingof returned products. Our product integrates with your ERP or legacysystems to bring better customer service internally, as well as externally. Itis time to take control of your returns!



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TIP 33: LEAVE ONE TICKETBrian YorkVice President/Sales ManagerEvergreen Food Services

13800 Tukwila International Blvd.Seattle, WA 98168(206) [email protected]

A great way to get your perspective contact person to call you back is to

leave one ticket to a sporting event, trade show, or something of highinterest. Write their name on it, with a note saying, Dear Bob, I wouldlike to give you a quick glimpse of our company, as well as a second ticketto this event. I can be reached at Then sell them!

About the author or company: Evergreen Food Services, founded in1976 is a full-line vending and office coffee company, serving the greaterPuget Sound area. We provide clean, filled, and working machines alongwith top quality products. Our mission is to uphold our high standards ofexcellence and continue our leadership in the industry.



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TIP 34: WHILE YOU WERE OUTDennis R. AbsherFinancial Logics LLC1 Lemon Grove

Irvine, CA 92618(949) [email protected]

The following is a foolproof method of getting your calls returned.

1. Take a pink phone message pad.2. With a felt tip pen fill in the information, such as: from whom, time of

call, call back number.3. In the comments write a brief message:

While you were out, Mr. (your name) called left message tocall back.

Or, a brief message with a strong benefits laden question.

Your phone number and time to call back.4. Insert the pink phone message into an envelope by itself, and mail it to

your contact.*You can also fax this document to your contact, but you will need toenlarge the message pad sheet on your copier.



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TIP 35: THE CHECKLISTMark JohnsSenior Sales DirectorSir Speedy, Inc.

26722 Plaza Dr.Mission Viejo, CA 92691(949) [email protected]

Many years ago I was trying to reach the program director of a large radio

station in Kansas City. My calls and letters went unanswered.

Finally, I wrote a letter stating that I understood what a busy person youare. Perhaps you would please just check off the appropriate box(es) onthe enclosed, self-addressed postcard, and mail it back to me.

I listed five or six options with boxes, and I provided a blank Commentsline for him to sign. I received a response within three days, along with anote, Mark, very creative approach!

Dear Mark:

I dont know whether I received your stuff.

I never got your stuff.

I received your stuff, but I have not reviewed it.

I got your stuff, have not reviewed it, and probably will not.

I received your stuff, reviewed it, and Im considering it.

I received your stuff, reviewed it, and decided against it.

Call me on ______ around _______, and lets talk about it.

Comments:

SignedBusy Man/Woman

About the author or company: Mark Johns is Senior Sales Director forSir Speedy, Inc. - the worlds largest printing, copying, and digital

network. To find the center nearest you, go to www.sirspeedy.com.



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TIP 36: TECHNICAL QUESTION APPROACHTom HebelBonal Technologies21178 Bridge

Southfield, MI 48034tomhebel bonal.com

The following is a very effective technique to get the gatekeeper to put

you through to the decision maker. Prepare a technical question, one thatmore than likely a gatekeeper cant answer. For example: if I need tospeak with the tool room manager of an automotive supplier, I ask As asupplier to the automotive companies, I want to know if your currentstress relief practices are in line with what General Motor uses?

Because they dont have the answer to your question, they will often putyou through to the decision-maker.



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TIP 37: DO YOUR HOMEWORKSherri FransenSales Support AdministratorNew Hermes, Inc.

2200 Northmont ParkwayDuluth, GA 30096(770) 623-0331 Ext. [email protected]

Im an administrative assistant, so Ive been a gatekeeper of one kind or

another all of my working life. If a salesperson calls and wants to talk tomy boss, they have to have done some homework first. They need to findout what project my boss is currently working on. I wont let them throughif they just have important information or critical information.

They need to ask me some general questions. For example, several yearsago when everyone was concerned about Y2K, a salesperson with aY2K solution called my company to find out if we have started workingon solutions to our expected problems.

Have we talked to any experts yet?

What do we anticipate our problems to be?Have we gathered information, set up any meetings, called anyone?

Then the sales rep took the responses, and called on one of the workers atour MIS department to gather some additional information not themanager or VP. The salesperson then called and mentioned he understoodwe were concerned about and that we had started gathering informationto assist our MIS department. The sales rep then requested to speak to myboss because his company might be able to help.

Because I knew my boss was concerned with this problem, I knew my

boss might be interested in speaking with him. As a result, I would puthim right through if my boss was in, or I would make sure to take downhis information.

About the author or company:New Hermes, Inc. sells engravingmachines, and materials to engrave upon. We work with companies whomake the following products: indoor and outdoor signs, nameplates, doorplates, building directories, trophies, jewelry stores, etc.



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TIP 38: THE BARBIE DOLLCarlie BurtzWinchester Mystery House525 South Winchester Blvd.

San Jose, CA 95128(408) [email protected]

For prospects that you have met in person, but will not return your calls,

send them a generic Barbie doll. Pull out half of the dolls hair, and makethe rest of it really ratted and frizzy. Include a note reading, Ive beenpulling my hair out trying to get a hold of you, and whatever else I needto say.

This gets your message across, and usually results in a returned call. Iwould only recommend using this approach with a relationship that youhave already developed, and with someone who has a good sense ofhumor.

About the author or company: The Winchester Mystery House, a 160

room Victorian mansion, is San Joses #1 attraction. Directed by spirits,Sarah Winchester had carpenters building 24 hours a day, 7 days a week,for 38 years. Oddities in the house include a staircase to the ceiling anddoors to nowhere. Discounted group and corporate rates available.



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TIP 39: FIRST NAME ONLYPeter ORourkeCG&B Financial Services200-1270 Central Parkway

Mississauga Ontario, Canada(905) [email protected]

If you ask for the person by using only their first name, gatekeepers will

often think you already have a relationship and put your call through. Thekey is to speak with confidence and a firm voice.

About the author or company:Do you like to things on sale? Lifeinsurance is a legitimate method to buy money on sale. Buy dollars forpennies. Why gamble on the stock market. The value of life insurance isguaranteed.



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TIP 40: HEY, WHAT HAPPENED?Pamela GortEDGE Consulting Group255 Borrego Court

Oceanside, CA 92057(760) [email protected]

If you cant get a decision maker with whom you have already met to call

you back, leave the following message.

Hey, (contacts name), what happened? Call me back. Its (your name) at(###) (###-####).

They will wonder what you are talking about and curiosity will cause themto return your call.

About the author or company:EDGE stands for Employers DeserveGreat Employees! We bridge the gap from people to profit. We specializein helping companies place the right people in the right position and to

better manage, train, and motivate employees.



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TIP 41: CORRECTLY PRONOUNCE NAMESRichard KennedyNew Clients Now294 Scott Street

Wheeling, IL 60090(847) [email protected]

If you call a company and you cant pronounce the name correctly, you tip

your hand that youre a salesperson. If you have a question about thepronunciation of your contacts name, call in and ask for their voicemail.Once you hear the correct pronunciation, call back the next day and ask tospeak with the individual.

About the author or company:New Clients Now!! Helps small andmedium sized businesses find new customers quickly through a uniquefive-step process called Quick Hit. Call Richard Kennedy at (847) 808-1748 to find out more about New Clients Now!!



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TIP 42: ABSURD HONESTYHugh TaylorManaging DirectorDigital Evolution, Inc.

1452 2nd

St.Santa Monica, CA 90401(310) [email protected]

I use a technique I call Absurd Honesty to get through to the decision

maker. If I am asked, Can I help you? or May I ask what this call is inreference to? the gatekeeper sounds polite, but in reality they are tellingyou to Take a hike! So in response, I often say, Im a salesman, and Iwant to pester your boss to death. Is he/she in?

This absurd honesty approach cuts through the bull, and usually takes thegatekeeper off guard or creates a laugh. Either way, the gatekeeper usuallylowers their guard, and will often put you through or provide you somevaluable information.

About the author or company:Digital Evolution helps businesses use

the new, open standards of XML web services to integrate systems,operate information technology more cost effectively, and be vendorneutral.



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TIP 43: IM DISCARDING ALL OLD FILESEric SlifeSlife Sales Training, Inc.4320 West Eaglerock Place

Wenatchee, WA [email protected]

The following tip can be effective if you have presented a proposal to a

prospect, and they have been sitting on it for some time and wont returnyour call.

Call them, and leave a polite voice mail message stating that you arediscarding all old files. Because they havent returned your calls, you areunder the assumption that they are no longer interested in your product orservice. However, you will hold their file for another 48 hours in case theyare still interested.



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TIP 44: SORRY, I MISSED YOUDave BevanSales Training ManagerADP

2850 South Decker Lake Dr.Salt Lake City, UT 84119(801) [email protected]

If a prospect stands you up on an appointment, leave your business card

with a penned note saying, Sorry I missed you.

This makes it easier for you to schedule a returned appointment. Inaddition, it can increase your closing ratio. Why? Because your prospectfeels guilty for standing you up after you responded nicely, they feel moreobligated to purchase from you.



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TIP 45: GET THE SECRETARYS NAMEWright GoreSmartDriverP.O. Box 27322

Houston, TX 77227(713) [email protected]

When you call on a company, always make it a point to get the name of

the secretary, receptionist, or gatekeeper. Whether or not this was sharedat the beginning of the call, make it a point to ask them, What was yourname (again), maam? Then end the call with, Thank you After thecall, make sure you take note of his/her name in your contact managementdatabase.

When you follow up a few days later, say Hello, this is (your name)with (company name). Is (your contacts name) available? Because youremembered the individuals name, you stand a much better chance to beput directly through to your contact. Thus, you avoid voice mail, and youare less likely to have your call screened.

About the author or company:SmartDriver is a little black box thatprovides you with a complete picture of how your vehicles are driven.SmartDriver makes it possible to enforce safe, responsible driving habitsand to prevent any on-the-clock activities not in your companys interest.Visit us at www.smart-driver.com.



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TIP 46: HELP, OR ILL JUMPCindy PetersonMcCaren Designs, Inc.(651) 646-4764

[email protected]

Make it a fun atmosphere for you and your prospects. For example, we

had two prospects that we wanted to turn into customers. They just wouldnot reply to our letters or calls.

In one case, we had our president pose on the edge of a rooftop, andappear as if he was going to jump. We made this into a card with thefollowing caption: We are desperate to hear from you. The prospectfinally called us, laughing.

In the second case, we printed a piece of paper with the words, We arepuzzled as to why we have not heard from you. We cut the paper intopuzzle pieces, and mailed it to our prospect. He told us he opened it on a

plane, emptied out the contents on his tray, and was very amused when hepieced it together.



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TIP 47: TWO BAGS OF COOKIESHank MondacaFormation Business Solutions(562) 926-2345

[email protected]

I get more appointments with this simple approach than with any other

technique I have tried.

Take two bags of warm, homemade chocolate chip cookies, and staple abusiness card to each bag. On the back of each card, write I need twothings in this world to survive: 1. Chocolate and 2. YOURBUSINESS!

Give one bag to the receptionist for giving you the contact name (this alsoinsures your contact will get the other bag), and the other bag to yourcontact.

When you call back for an appointment, your contact will take the call justto tell you how much they appreciated your cookies. In addition, they aremore open with information, and they will remember who you are whenthey are ready to buy guaranteed.



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TIP 48: ARE YOU THE EXPERT?Amy JeppesenAccount ExecutiveKXRM Fox 21/ KXTU UPN 57

(719) [email protected]

I heard this technique from a sales trainer. When the receptionist answers

the phone, ask them for the expert in what you are selling. For example, Iam trying to reach a person who is the expert in Is that you?

By asking the simple question Is that you? you make them feelimportant, and they are more likely to give you the true contact for yourproduct/service.



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TIP 49: THE DROP ROUTINEPamela [email protected]

Always carry some flyers or brochures in your car, and then visit those

companies that are your good prospects. Make sure you have done someresearch, so you have the name of the owner or CEO. I personally carry achamber guide with me at all times, so I can look up key contacts names.

Pull up to the company, walk in, and tell the receptionist you have someinformation for Ask the receptionist for an envelope, insert yourinformation with an attached business card, and seal it. At this point, writeyour contacts name with the word personal on the corner of theenvelope. Then ask the receptionist to please place the information on hisor her desk.

Ive seen my business increase 30% since I implemented the drop routine.



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TIP 50: GET THE GATEKEEPERS ADVICESarah HestleyIncentra(440) 349-1809

[email protected]

If you cant get your calls returned, go back to the gatekeeper and appeal

to their soft side. Explain that you have been trying to reach so-in-so, buthave been unsuccessful in getting them to return you call. Share how youhate to bog down their voicemail with messages. Ask if they recommend abetter time to call, or maybe they can recommend an alternative way toreach your contact.

By being polite and creating this telephone relationship, a gatekeeper willoften put me directly through.



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TIP 51: CATCH BEFORE THE MEETINGJerry HocuttHocutt & Associates, Inc.24933 132ndPlace SE

Kent, WA 98042(253) [email protected]

Because most meetings are done in the morning, this tip works best if you

call before 10:00 AM.

Call your prospect 10 minutes before the hour, and tell the receptionistyou are trying to catch (your prospects name) before his or her meeting. Ifthey are having a meeting they will try to patch you on through. If they sayyour contact doesnt have a meeting say, Oh, are they in? Or, if theyarent in say, Oh, when would be a good time to call back?

About the author or company: Jerry Hocutt is a national sales speakerand trainer. He trains thousands of salespeople every year at his ColdCalling for Cowards seminar. Go to www.salestrainingcamp.com for

more information.



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TIP 52: PIZZA DELIVERY

For your top prospects have a pizza delivered for them and their staff (or

deliver it yourself) to your contact around lunchtime with a note on the topof the box. The note should let your contact know who you and yourcompany are, your contact information, and that you would value anappointment with them. The next day follow up with a phone call.

About the author or company:Jerry Hocutt is a national sales speakerand trainer. He trains thousands of salespeople every year at his ColdCalling for Cowards seminar. Go to www.salestrainingcamp.com formore information.


Jerry HocuttHocutt & Associates, Inc.24933 132ndPlace SE

Kent, WA 98042(253) [email protected]


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TIP 53: OVERNIGHT YOUR INFORMATIONAntonio SchiappaAlphagraphics of Downers Grove1640 West 75thSt.

Downers Grove, IL 60516(630) [email protected]

If a strong prospect requests you send information, put your best collateral

together and send it via an overnight delivery company (FedEx, UPS,Airborne, etc.). Whether they are in another state or next door, if you usethis approach, you will get their attention. The following day, call for theappointment.

About the author or company:Alphagraphics of Downers Grove doesdesign, copy, and print. Our goal is to deliver projects to you whenpromised, making you more of a success at your job.



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Cold Calling

Negotiating
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Please Return Call

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