| Many salespeople experience a great deal of | | | | the purpose for your call or visit. If you are |
| frustration when making an initial attempt to | | | | visiting in person, offer your business card |
| reach the proper decision maker in an organization. | | | | immediately. Avoid going into a detailed description |
| They are met first by a receptionist or personal | | | | of your offering unless the receptionist or |
| assistant whose primary job is to protect their | | | | professional assistant indicates that he or she is |
| boss's valuable time from being wasted. This can | | | | actually the buyer and decision maker. |
| create an adversarial situation between them and | | | | The quickest way to get this person onside and |
| the salesperson. This two pronged strategy can | | | | cooperating with you is to ask for their help in |
| defuse it in many cases. | | | | putting you together with the proper decision |
| It is critically important for the salesperson to | | | | maker. By taking this approach, you will appear |
| understand that the receptionist or personal | | | | slightly vulnerable and less of a threat. These |
| assistant is a trusted member of the buyer's | | | | individuals are 'support' staff. You can work to |
| team. A salesperson who makes the mistake of | | | | have them 'support' you in your efforts. |
| treating this person as an adversary will likely end | | | | When you receive their cooperation, be sure to |
| up dead in the water. Courtesy and the display of | | | | acknowledge it and express your gratitude on the |
| respect must be paramount in the salesperson's | | | | spot. A follow up thank you card will likely be |
| mind. Be prepared to try and establish a degree | | | | appreciated and facilitate your future |
| of rapport before attempting to move forward. | | | | appointments. A kind word about his or her |
| Invest the necessary time to do so in a | | | | professionalism and cooperation voiced to their |
| professional manner while respecting the person's | | | | boss will also stand you in good stead. |
| time. | | | | Turn the receptionist or personal assistant into a |
| Introduce yourself and your company and state | | | | valuable ally and watch your income soar. |