Receptionist or Personal Assistant, Getting Past the First Line of Defense,

By Jim Masson Platinum Quality Author

Recognizing the need for professionalism and training in all areas of selling, Jim wrote, "Getting Paid is Good!!" in order to share his extensive experience ...

Many salespeople experience a great deal of frustration when making an initial attempt to reach the proper decision maker in an organization. They are met first by a receptionist or personal assistant whose primary job is to protect their boss's valuable time from being wasted. This can create an adversarial situation between them and the salesperson. This two pronged strategy can defuse it in many cases.

It is critically important for the salesperson to understand that the receptionist or personal assistant is a trusted member of the buyer's team. A salesperson who makes the mistake of treating this person as an adversary will likely end up dead in the water. Courtesy and the display of respect must be paramount in the salesperson's mind. Be prepared to try and establish a degree of rapport before attempting to move forward. Invest the necessary time to do so in a professional manner while respecting the person's time.

Introduce yourself and your company and state the purpose for your call or visit. If you are visiting in person, offer your business card immediately. Avoid going into a detailed description of your offering unless the receptionist or professional assistant indicates that he or she is actually the buyer and decision maker.

The quickest way to get this person onside and cooperating with you is to ask for their help in putting you together with the proper decision maker. By taking this approach, you will appear slightly vulnerable and less of a threat. These individuals are 'support' staff. You can work to have them 'support' you in your efforts.

When you receive their cooperation, be sure to acknowledge it and express your gratitude on the spot. A follow up thank you card will likely be appreciated and facilitate your future appointments. A kind word about his or her professionalism and cooperation voiced to their boss will also stand you in good stead.

Turn the receptionist or personal assistant into a valuable ally and watch your income soar.

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