Now that you know when to call a prospect, I encourage you to take a step back and evaluate your situation before picking up the phone. Do you know who you are going to call?

I’m sure you have some sort of contact in mind. If you’ve never spoken to anyone in that particular office before you’re going to have to make a decision and, in many cases, we feel as though asking for the office or sales manager is most appropriate.

It was, at one point, but may not be as much today.

The problem? The way the economy has shifted has significantly changed the way most businesses are operating. The person who was at one point making business purchase decisions may have lost that power – not due to lack of skill, but because the top CEOs are more closely monitoring where their money goes.

It’s often intimidating for a new salesman to pick up the phone and call a corporation’s CEO. It’s easier to call the guy you can relate to more. Today, however, staying within your comfort zone isn’t going to get you as far as it might have in the past.

You’re simply going to have to get over your fears (or your ego) and call the guy closer to the top of the corporate ladder. He’ll either hear you out because he is now in charge or he (or his secretary or receptionist) will refer you to the person you should be speaking to.

Start too low on the corporate totem pole and you may not experience the same courtesy when it comes to having your call flow upward in the organisation.

Use the people you know lower in the organisation to obtain information and learn about the person you’re going to call. Save the spectacular sales pitch for the person in charge of making decisions!

Sean

Sales Expert - Marketing Consultant – Motivational Speaker