What if you've tried and struck out in persuading the gatekeeper or screen to put you through to the prospect, or to put you on the calendar?

Telephone selling skills tip #5. If necessary, call when the Screen is away.

If you find that you just can't break through the Screen, try phoning before or after normal business hours, or even over the lunch hour: Key Decision Makers are typically at their desks earlier, or later, or both, to take advantage of the quiet time when the office is empty.

In off hours, executives often answer their own phones. If you do get the prospect on the line, be particularly brief and to-the-point, respecting that she is in the office at this time precisely in order to avoid interruptions.

Especially when you are speaking to the Decision Maker, get to the point — FAST — both on the phone and when face-to-face.