Doing over the phone IT sales need some help

[deco]

I've done face to face sales but when it comes for over the phone sales all I have done is set appointments for myself. Right now I'm selling IT/Software products. This involves calling into the company PROPERLY INTRODUCING YOURSELF TRYINg to naviagete your way over to the IT helpdesk to gather some information and then get transfered over to IT director/buyer. When it comes to talking to the decision maker I'm actually fine but introducing myself and trying to do small talk over the phone is not one of my best strengths. With that said. Can someone throw out some examples out there how to properly introduce myself and engage with a gatekeeper(receptionist) and smoothly move on to the next person.

 

[nydj66]

It's really tricky over the phone since you have no visual clues as to how to establish commonality with someone. In general, always treat receptionists like royalty; suck up big time and be honest with them about what you're trying to do. Once they are your friend they will be the best ally you could have. Always be polite, build a relationship over time and remember every detail of what they tell you about their personal life so you can ask about it the next call.

With the IT guys play the geek card. Every IT guy should have an opinion about Windows 7 now so work that into the converstion. You'll probably have to be more subtle with them than with the Receptionist. If you're naturally a people person that part comes easy. If not, hopefully you're a technical person and you have to use that to establish commonality.

Always make every person you talk to feel that you're interested in what THEY have to say; not that you're going through the motions with them to get to someone more important. They will know that's your goal and they will be happy to help as long as they feel friendly toward you.

With the decision maker, look for clues in what he/she says that tell you what's important to him/her. Then feature your product in a way that addresses his/her priorities (both professional and personal). But you said you already have that part down so I won't elaborate.

Good Luck!

 

[shrimp poboy]

Treat it like a fuckin chess game bro I used to open Accounts for a shady ass stock firn and Gate keepers were my speciaty you gotta use your head act like you are retuning the dudes call or "Getting back to him"Do whatever you gotta do to get that MF on the phone you can always bullshit your way around the lies later AFTER you win him over.

 

[bakemeacookie]

Oh my. Are you the one secretaries despise and always send to voice mail

That and "job agency agents", one place would get 10 a day sometimes.

c

 

[deco]

Oh my. Are you the one secretaries despise and always send to voice mail

That and "job agency agents", one place would get 10 a day sometimes.

c

I think I might be... some people make tons of cash here though and I could use some right now. The good thing is that lots of my leads are provided with a decision makers number but when you have to go around the gatekeeper I guess BSing my way around might be the best way to go

 

[ortiz34]

Tell them you have AIDS

 

[lartinos]

Compliments are the way to manipulate someone. Figure out what to compliment them on and you will be treated better.

 

[superqt4u2nv]

I did this for three and half years was very succesful at it. Make sure you voicemails are orginal first two should be all business show and a savings or reason to call you back. On the third one be funny I used to say something about how I had such a great relationship with there voicemail. As for small talk I am really good at that check the weather in the persons area seems retarded but always something to talk about most people will. Since your a dude talk about sports and shit if it is a guy if it is a girl flirt. For me it was almost always a guy so flirting worked real well for me.

 

[bruce9241]

Gate keepers are all different. Some respond to politeness and nice, others respond to authority.

Sometimes if being nice and polite isn't working, you can call and in an authoritive voice and ask for the buyer/director straight out. That worked for me a few times when being nice wasn't.

 

[bruce9241]

You can also send the gate keeper some fliers and stuff then call her and ask if he or she received it. I do this if everything else isn't working

 

[javaguru]

I was going to point you to QT for advice but I'm a day late and a dollar short.


However, she's Canadian and never trust someone that drives a dog sled to work..just sayin'...

 

[deco]

or I could just send the gatekeeper my big fuck you wishes.Just found out, I scored a final interview with a wireless module manufacturer with twice as much salary. Now I just gotta prey to god they ignore my pending drunkass charges. I somehow need to sneak out of my current job. I have a feeling this will all blow up in my face and I'll be without a job. Again.....

 

[puddlemonkey]

I have a feeling this will all blow up in my face and I'll be without a job. Again.....

me too

 

[Lumberg]

me too

lol

 

[nydj66]

For me it was almost always a guy so flirting worked real well for me.

Of course flirting worked for you, men are pigs.

If only it was that wasy for us men in sales.

 

[stilleto]

my top salesman (sells computers), is a mess in person, but smooth on the phone. he speaks clearly and not too fast, and avoids cold calls by starting off with email blasts. he'll call back the people he gets responses from, and sometimes he'll call their competitor to see if they want in on some deal. it works for him.

 

[superqt4u2nv]

Of course flirting worked for you, men are pigs.

If only it was that wasy for us men in sales.

LOL it doesn`t work on all guys some dudes are just pricks but it worked with most. Also working there ego helped me big time guys love to explain complicated technical things to girls. In a lot of cases I actually had no f`n idea what they were talking about but it helped me learn a ton. I have learned so much from customers that had very advance IT infrastructure and then took that and gave it to smaller customers looking to grow and improve.

Also number one thing make friends with the vendor reps of the manufactures you’re selling. If you’re in good with them they can help you get better pricing, leverage there IT experts and in the end they gave me a lot leads for new customers but that came over time.

Lastly pick one area the your an expert in my area is Microsoft licensing. I picked because every customer no matter how much they hate Microsoft they have Microsoft in there environment. I understand programs and licensing way better than any customer ever would which helps me get them to sign long term 3 year agreements. I am working on some other area`s now too like SAN and VMware VDI mostly cause that shit is big money and really not that complex once you get the basics.

 

[deco]

LOL it doesn`t work on all guys some dudes are just pricks but it worked with most. Also working there ego helped me big time guys love to explain complicated technical things to girls. In a lot of cases I actually had no f`n idea what they were talking about but it helped me learn a ton. I have learned so much from customers that had very advance IT infrastructure and then took that and gave it to smaller customers looking to grow and improve.

Also number one thing make friends with the vendor reps of the manufactures you’re selling. If you’re in good with them they can help you get better pricing, leverage there IT experts and in the end they gave me a lot leads for new customers but that came over time.

Lastly pick one area the your an expert in my area is Microsoft licensing. I picked because every customer no matter how much they hate Microsoft they have Microsoft in there environment. I understand programs and licensing way better than any customer ever would which helps me get them to sign long term 3 year agreements. I am working on some other area`s now too like SAN and VMware VDI mostly cause that shit is big money and really not that complex once you get the basics.

weird... sounds like we work at the same place

 

[bruce9241]

I remember some blonde broad tried to flirt with me at Costco. The wench tried to sell me makeup. What the fuck. I was there in a dirty t-shirt, shorts, sandals and haven't shaved for five days. She walked up to me, put her hand on my shoulder and says, "hey can I interest you in a little something?" with a big smile on her face. I immediately say, "don't touch me".

She gets a shocked look on her face and pauses, then steps back and giggles.

No she didn't get the sale. What the fuck am I going to do with Kirkland brand makeup? Stupid wench never seen it coming.

 

[superqt4u2nv]

weird... sounds like we work at the same place

Check your K message

I love this quote and for a guy in sales this works for sure ``There's an important phrase that we use here, and think it's time that you all learned it. Act as if. You understand what that means? Act as if you are the fucking President of this firm. Act as if you got a 9" cock. Okay? Act as if. ``

If you don`t know something and your talking to a customer google it I did that shit all the time. I have no idea how people sold IT before the internet.

 

[superqt4u2nv]

I remember some blonde broad tried to flirt with me at Costco. The wench tried to sell me makeup. What the fuck. I was there in a dirty t-shirt, shorts, sandals and haven't shaved for five days. She walked up to me, put her hand on my shoulder and says, "hey can I interest you in a little something?" with a big smile on her face. I immediately say, "don't touch me".

She gets a shocked look on her face and pauses, then steps back and giggles.

No she didn't get the sale. What the fuck am I going to do with Kirkland brand makeup? Stupid wench never seen it coming.

Oh yeah I never touch people that is weird I am touchy about my personal space and now that I am in outside sales I have to make sure the flirty is not to flirty or people will get the wrong idea. I have a giggle that customers apparently like also my voice is memorable apperntly cause I cold called this customer when he was at another company then when I started this job I cold called him again left a voicecail and he called me right back. LOL He was like how could I forget that voice.

 

[Dial_tone]

Did you say oot and aboot?

 

[superqt4u2nv]

Did you say oot and aboot?

Never!

 

[javaguru]

Never!

You do say aboot....just sayin'.

 

[Lumberg]

Also number one thing make friends with the vendor reps of the manufactures you’re selling. If you’re in good with them they can help you get better pricing, leverage their IT experts

I don't know much about sales but I've had this experience. Based on the insider info this one guy has told me, if I had any money, I'd be playing the market with a couple of the big OEM HW vendors.

MS licensing eh? CALs? LOL when I try to explain CALs to my clients they're either like "wat" or "THOSE BASTARDS!"

 

[jnevin]

If you get the gatekeeper tell them you're Zool, the keymaster.

 

[nydj66]

If you get the gatekeeper tell them you're Zool, the keymaster.

And don't cross the streams!

Thanks, Egan.