Incredible! It turns out that the same person sales professionals fear talking to on the phone shouldn’t be feared at all.
That’s right, the affectionately named guardian, bulldog, mean witch on the other end of the phone… in polite terms known as the Executive Assistant… is without a doubt your most powerful ally who wants to help you. have face-to-face time with the executive.
Yes. She is the key keeper for the executive suites. Treat her badly and she’ll keep the door shut tight. Treat her right and she’ll be surprised how quickly she’ll land that coveted sales meeting with THE decision maker.
In general, sales professionals mistreat executive assistants.
How do I know that? The executive assistants told me! I asked them direct questions and they responded.
I went on tour, visiting four cities and interviewing executive assistants. During interviews, these women candidly revealed the many things sales professionals do wrong when cold calling executives. Plus, these powerful women generously gave several top tips on how to win them over during a cold call.
Warning: The truth hurts, but it will also set you free. You’ll want to take a deep breath as you read and process what the attendees are saying:
“Sales professionals call and are rude, pushy, and treat me like I don’t care. It’s clear that the only person they think I have value is the executive. The fact is, the executive thinks I’m important enough to trust.” my”. schedule him and manage the business in his absence. Do you think I deserve disrespect?
“I would never let sales people know I was laughing, that would be rude. I represent the office of the executive and do my best to be respectful at all times. But seriously, you have to laugh. These people call, ask for a date , I say ‘no’ and they call again…with a disguised voice. Do you think I don’t recognize that fact? Please!”
“My first day on the job I told my executive how I handle the daily deluge of incoming phone calls from people asking for him. With his approval of my methods, I went to the receptionist and told him specifically how to determine which calls should be forwarded. and which calls should be discarded”.
These phone behaviors tell executive assistants that a caller doesn’t belong:
1. “A caller who talks too fast, making me feel pushed against the wall instead of conversing with me.”
2. “A salesperson who doesn’t announce the rationale for the call will wander off, asking a lot of questions they should already have answers to.”
3. “A man or woman who talks like they’re friends with the executive, but I’ve never heard of them.”
4. “A pretty nice person who asks totally inappropriate questions, like ‘what’s your president’s name?’ ‘Which of our competitors do you use now?’ “Are you satisfied with the service from him? I feel embarrassed for many of these callers. They don’t seem to know how inappropriate they are.”
Sure, there are many more mistakes sales professionals make when cold calling executives, but these are a few that most can relate to!
Tips for Building an Alliance
Executive assistants want to know how to best serve the executive. One way to do this is by identifying callers who potentially have effective solutions to the executive’s most pressing business problems.
Although these executive assistants screen out the people who don’t belong, the shocking truth is that they are actively looking for the people who do belong.
When you call the executive office, be sure to:
1. Talk to the executive assistant instead of talking to her.
2. Speak at a pace that can be easily understood. Avoid the temptation to spew out words at a rapid pace, in favor of striking up a conversation with the assistant.
3. Develop a statement that, in ten basic words or less, conveys the business solution that your products/services have to offer to the executive.
4. For God’s sake, don’t ask too many questions that you should already have answers to.
Then, before your very eyes, watch as the person hitherto regarded as “Public Enemy Number One” makes a gorgeous “Stubborn Guardian” transformation and becomes your strong ally.
Forward this article to your friends, they will thank you!