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The Professional Way To Work With Screeners
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By Art Sobczak

I read in a new teleselling book that you should only give the screener minimal amounts of information when they question you. What bunk. It's stuff like this that taints every incoming phone call in the minds of prospects and screeners.

The instructions in the book went like this:

Caller: Pam Johnson please.
Screener: May I tell her who's calling.
Caller: Yes, this is Don Davis. Will you please tell her I'll hold?
Screener: And your company?
Caller: It's DFG Co., will you please let her know I'm holding long
distance?
Screener: Is she expecting your call, Mr. Davis?
Caller: I don't believe we have a specific time arranged, but please
let her know I'm on the line...

And it goes on! I don't know about you, but just reading each iteration of this verbal tug-of-war makes me feel uneasy. What do people think who advocate such swill? That screeners are imbeciles? Wimps who allow themselves to be terrorized by such strong-arm tactics?

Your First Sale:
In most cases, the screener is your key to disengage the decision maker's door. That is, as long as you realize the screener is not a barrier to be knifed through or steamrolled over. The screener has one purpose. To protect the decision makers' time. Your job, when necessary, is to explain why you are important enough to earn an audience with the boss.

Don't you think screeners can instantly spot the "Tin Man" tactics of callers who try to sleaze through? Don't fool yourself. Of course they can. They're masters. And the more someone tries to scam them, the better they get at reinforcing the air-tight door. Their perception of a caller's value diminishes in proportion to the shadiness of the techniques used by the caller.

And, the higher up your decision maker is in an organization, the more skilled and experienced is the screener at reading the importance of sales callers. Therefore, compounding the reason to approach the screener as the professional that she is.

What You Should Do:


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