With sales getting more and more complex, I am amazed how some of the salespeople we work with still complain that they can’t get to the decision makers the first time around.
This issue is almost unreal.
These days, in order to be successful in terms of commercial prospecting, it often takes 3, 4 or more phone calls to get to our customers.
It is normal for commercials to say that they are immediately barred when they try to schedule a meeting with a decision maker.
The problem here is that the telephonists and assistants are now trained to “sniff” commercials.
If on the other side they think there is a commercial, they immediately try to find out more and if the person starts to waver, then they really bar … [ Read the rest » ] “Prospecting: Do you think a simple phone call is enough?”