Over the course of the next few posts, we'll be examining some telephone selling skills, specifically tips on how to get through (or past) the screen, also termed "gatekeeper,"  around the prospect (or decision maker within a larger organization, abbreviated as DM). This screen may be a secretary, receptionist, executive assistant, or perhaps a security guard.

Whether you choose to cold-call or to phone ahead for appointments, you still need effective telephone selling skills in order to get past the gatekeeper or screen so you can talk directly to the decision maker.

Here's the first of these telephone selling skills and tips to get you started, useful both in phoning and cold-calling. (The same tips apply if you meet the screen face-to-face while making a cold call).

Telephone selling skills tip #1. Whenever possible, make your contact through Referrals or other "Pre-Introductions."

If you are calling this prospect at the suggestion of another of your clients or of a mutual friend, make that clear at the very start, both to the Screen, and later to the prospect: "I'm calling at the suggestion of Peter Wenders of GMR Industries."

If you already know the Decision Maker from another context, mention this to the Screen, but be careful how you word it. You don't want the prospect to come to the phone — or to avoid you — because he thinks you're setting up a tournament at the country club, or asking for a donation to the college's alumni fund.

Flag that other context as a door-opener in the Screen's mind, but then quickly move on to your present business purpose. Here's a good model to follow:

"At the Rotary luncheon the other day, I was talking with Ms. Tompkins. I later came upon an idea that I realized might be helpful to her work here. I'd like to set a time to drop by and explain it to her. I wonder if you can help me arrange a time, please?"

Or, "Mr. Parsons dropped by our booth at the NATL show, and asked me to get in touch with him to arrange a meeting to explore some possibilities he saw there. I have the information ready now. Do you think Wednesday morning or Thursday afternoon would be more convenient for him?"