1. 1 Welcome to Prospecting Module 8 in The Web-Based Sales Improvement Program from SalesTrainingTV, a Subsidiary of Contact Based Selling Prospecting Module 8

2. 2 Getting By the Guards at the Gate – the Screeners Prospecting Module 8 Screeners, or the “Guards at the Gate” are trained to get you in the crosshairs and kill you! Or at least to gather the needed information for someone else to kill you…or stall you…or frustrate you. What to do with screeners Some commando strategies for getting around the guards

3. 3 Prospecting Module 8 What to do With Screeners Do NOT spend time selling the screener Though it makes us feel good…it won’t go anywhere If you want to become their friend…try it, but you’ll have lots of company This strategy can work, but it takes time…and everyone learned it years ago Don’t surrender information you’re not asked When they ask for your name…give them your first name…”This is Greg …is he in please?” Don’t give too much info…it will only help them kill you

4. 4 Prospecting Module 8 What to do With Screeners, continued 2 When asked, “Who are you with?” Depends on your company’s name…and what that name means When asked, “What is this in reference to?” This is the toughest one… I suggest using confusion… Try…”You know…I’m not sure” Or…”I’m trying to clear up a few things…I’m a little confused”

5. 5 Prospecting Module 8 Some Commando Strategies For Getting By Screeners Go to Sales! This one works so well, it’s not even fair…just go to sales and do all the fact-finding you need to do…they rarely fight you Call early or call late Maybe you can catch the key contact in the off hours Go to accounting Woops a mistake in routing…can you pass me through