The Five Most Important Questions In Sales

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Me: “I don’t blame him for that at all. I’d love to have someone that helps me spend my time where I should be spending it. Ok, so Sally, I most certainly don’t want to be a pest, and I absolutely respect that you are in charge of who he meets with. That said, would it be possible to get 15 minutes with you on your calendar to learn more about your company to see if we would even be a good fit? I know that you’re very busy, so would Thursday at 2pm work for a short call?”

Sally: “I don’t usually do that, and I don’t think we’re interested.”

Me: “Sally, that’s exactly why I called. Not everyone is worth setting time aside. But, most of the clients I have today that have done business with us for years started with me working directly with the executive assistants like yourself. I assure you that I won’t bother you if we aren’t a good fit, so could you meet with me anyway? Say, Thursday at 2pm or Friday at 8am?”

Now, I clearly just made up a dialogue, and as the writer, I can make myself look as good as I would like, but this exchange has some elements that (if used properly) will help you establish fluency and success with gatekeepers.

In his mega-bestseller Sales EQ, Jeb Blount discussed spain telegram data the Five Most Important Questions in Sales. Let’s look at this dialogue in the context of how people subconsciously ask and answer these questions when you interact with them.

Do I Like You?
Most prospectors that call can’t rush off the phone fast enough or don’t take the time to acknowledge the gatekeeper’s role and responsibility. Acknowledging them as important increases the chances of them liking you. Also, be likable. Be positive. Be empathetic to the fact that they have to pretend to be an asshole all day to people who randomly call.

Do You Listen to Me?
People like to be heard, and by acknowledging them and the importance of their role, they’ll feel heard. Make sure you (truly) listen and engage them with questions based on their information. We often confuse listening for waiting for our turn to talk, so it’s paramount to make them feel heard.

Do You Make Me Feel Important?
Acknowledging the importance of their role is critical. Make them feel important. Have sincerity. You can’t be fake. If you think about it, some of these people that are the EAs or GKs for important CEOs are really the ones in charge. Keep that in mind.