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).