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[G223]Getting Over The Past
by Dennis Hessler, Den
Most of my clients are international trade intermediaries who follow these simple steps in making global sales: First they identify likely markets, then they find a supplier, and finally they look for buyers in that market. It's a strategy that works - if it's done right. You’re biggest challenge is identifying and contacting the potential supplier. To be successful you need to understand the biggest obstacle to getting that meeting - and how to overcome it.

Here's an ugly scenario that happens all too often.

You determine a likely target product and market, conduct the research, find companies that will work for you, prepare a wonderful phone script, build up your enthusiasm, place the phone call and . . . and . . . the receptionist shuts you down. You don't even get the chance to make your pitch. You suffer. The company suffers. And there's not a danged thing you can do about it.

Now you understand the awesome power of the G*A*T*E*K*E*E*P*E*R.

Gatekeepers come in many sizes and shapes but the one you are most likely to deal with is the receptionist who believes it's his job to protect his boss from the outside world at all costs. Some are nasty. Some are nice. Frankly, I think the worst are the "nice" ones who offer to pass along your message to the boss.

Believe me, what you said is never what the boss finally hears, if he hears anything. What he hears is the receptionist's take on you and your offer. And he always makes it very easy for the boss to dismiss the opportunity.

This is a given. A law. Chiseled in stone. Absolute truth. Did I get your attention yet? Good. Here it comes: It is a total waste of time giving your carefully crafted sales pitch to anyone but the decision maker. Period.

So your first job in making the call is learning who is the decision maker. It seems to work better if you identify yourself: "Hi. I'm Dennis Hessler and I'm trying to find the name of the person responsible for international sales."

Here's what will happen next. If you're lucky, you'll get the name. Hooray for you. Often you'll be transferred to someone else. Say exactly the same thing to them. Remember, you want to find the decision maker. Don't waste your time getting frustrated by saying "like I told the last guy . . ."

The other thing that might happen is the receptionist will ask you what this is about. RESIST THE TEMPTATION TO GIVE HIM YOUR SALES PITCH. Instead, say you have some information about international sales you want to send through and you want to make sure it gets to the right person. You can also say that you've got "some information on global trade that's probably useful to your company and I'm just trying to find out who I need to be talking to about it."

See, you can learn something from politicians. Don't answer the question you're asked. Answer the question you WANT to be asked. Generally after this last response, there is a long pause while the receptionist considers this unexpected answer. SAY NOTHING MORE DURING THIS PAUSE. Just about every time, you'll get what you want - the name.

Now you can carefully press you advantage by asking if it's possible to have a quick word with her now. Since you've already jumped the big hurdles, the only reason you're likely to not get through at this point is because the person really is out of the office, in a meeting, etc. If she is not available, simply ask when would be a good time to call her.

Look, I know that most of these efforts will come to nothing. My personal experience is that it takes 10 to 15 calls to make one sale. But that one sale can make it all worthwhile. And every non-sale you make is one more "no" you can cross of your list, putting you that much closer to the big "Yes!" And when it happens, it's great. Frankly, it can become a kind of drug and some salesmen never get over the high of getting through the gatekeeper, making the pitch and getting the sale. And the money is nice too!

Keep trying. Use the tactics mentioned here and eventually, you WILL be successful.


Tom stepped into the meeting room, but from his perspective it might as well have been a jail cell. He was a prisoner in his own work day. Why? The PowerPoint slide projected on the screen said it all. “Welcome to our Refresher Training.” Refresher training might be needed for some people but Tom already knew all this material .. . but the training was mandatory. Besides, he had a desk full of more important work. He told himself how stupid this mandatory training policy was; that he hated to attend training on stuff he knew.

Mary's supervisor asked her to attend the coaching skills training being provided by the company. The problem was that Mary wasn't a coach. She wasn't even a supervisor. She didn't see any value in attending this workshop. All she could think about was, “What good is this going to be for me?”

Kat was really excited about the workshop session she had registered for. It was on a topic she was interested in and wanted to learn more about. She saw how mastering these skills would help her reach her goals. She arrived early and sat close to the front. The problem became clear very early on though. The material was too basic. She already knew this stuff! She was disappointed to say the least. She put out her own money and time for something that was going to waste both of those things.

I'm guessing you can relate to at least one, and perhaps all of the scenarios you've just read. These are just some of the common barriers that get in our way of being the most productive learners: we are forced to be there, we don't see the learning as relevant or valuable, and we feel like we already know the material.

While these barriers are real, there are things we can do to jump over or break through these barriers – to make the time invested in these situations more valuable and useful to us. Here are three specific suggestions that will help you in each of these situations and many more.

1.Use the time to review and focus. So you don't want to be there, or feel that you already know the material. So what? You are there. So be there (and get over yourself)! Rather than having your own little pity party, or being cynical about the material and the experience, use the time to review what you know. Use the time as an opportunity to do some thinking. Reflect on your experiences with these concepts. Think of ways you can improve on what you already know. You may become a valuable resource to other learners, or you may learn something new through your reflection. The time is there, use it wisely. Even if what you learn is different than what others learn, you will have made good use of your time, improved your mood and outlook, and taken something valuable from your time spent.

2.Look for the nugget. Everyone can learn something new. Maybe you do know much of the material being covered. If that is the case, be a detective. Look for and uncover at least one nugget that you had forgotten, that you have stopped applying, or one twist on something you already know well. Often one well applied nugget will “pay” for your time invested many times over. And without sleuthing, it is value you would never have received.

3.Be a beginner. Remember what it is like when you first learn something new? You are excited, interested and having fun. Once we think we know it all, we stop looking for any evidence to prove ourselves wrong. One of the best ways to remove all of these barriers is to come to any learning situation as a beginner, by asking yourself, “What can I learn?” The Zen saying states it well, “In the beginner's mind there are many possibilities, in the experts mind there are few.” Give yourself more options. View the world from a possibility perspective. Come to the learning table as a beginner.

These three suggestions can have a major impact on the value you get from any learning experience (classroom or otherwise). Once you know and apply these strategies these common barriers to your learning will be a thing of the past. And you'll get more value out of all your future learning experiences.

Article Source : Questions For Sales Interview

About Author
Both Dennis Hessler & Kevin Eikenberry are contributors for EditorialToday. The above articles have been edited for relevancy and timeliness. All write-ups, reviews, tips and guides published by EditorialToday.com and its partners or affiliates are for informational purposes only. They should not be used for any legal or any other type of advice. We do not endorse any author, contributor, writer or article posted by our team.

Dennis Hessler has sinced written about articles on various topics from Divorce and Infidelity, Sales and Negotiation and Finances. Dennis Hessler is the publisher of The Computer User's Guide to Running Your Own Exporting Company and numerous other books, video tapes, software packages and The International Trade Connection newsletter which is designed to show entrepreneurs new to ex. Dennis Hessler's top article generates over 1900 views. to your Favourites.

Kevin Eikenberry has sinced written about articles on various topics from Organizational Culture, self improvement and motivation and Education. . Kevin Eikenberry's top article generates over 246000 views. to your Favourites.
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