Here's the second tip in our series on using the telephone to get sales appointments, and specifically how to win over or otherwise get past the gatekeeper or screen. 

Telephone selling skills tip #2. Make the Screen your ally.

When you phone an organization, listen closely to the name of the person who answers. It may be someone you met earlier when you were on the premises researching the organization as a potential client. If the name is familiar, remind them of your previous conversation:

"Mrs. Johnson, this is Jack Thomas of Computers for Business. You may remember me from my visit to your office last week." (Pause a moment to give thinking time.) "We spoke at that time about how your organization handles inventory. Since then, I've had a chance to give some more thought to what we discussed. I have some ideas that I think Mr. Rabin will find of interest. Perhaps you could schedule an appointment for me with him. It should take about 20 minutes at most. I'm available both Tuesday morning and Wednesday afternoon. Would either of these times be convenient for him to meet?"

If the questions you asked during that earlier conversation were well-focused, perhaps suggesting problem areas for which you might offer a solution, then you may have intrigued the Screen, raising the thought that perhaps you have the potential of solving a problem with which they are familiar.

For example, if one of your questions was, "Do you have crunch periods during the month when you're very overloaded?" the prospect's secretary may assume that you have a remedy available, and hence will be eager to put you through to the boss.