« Meet the Cold Calling Blog! Cold Calling Tips - FREE | Home | Cold Calling: Why you hear the words, “not interested” »
Cold Calling: How to answer, “What is this in regards to?”
By Leslie Buterin | September 10, 2008
QUESTION OF THE WEEK
“When I ask to speak to the owner of the company, the gatekeeper asks in some form or another, ‘What is this in regards to?’ My question is how do you answer that question?”
ANSWER
Just answer the question. Let the gatekeeper know that you are calling for an appointment and the purpose of that meeting with the decision maker, that is what business problem are you wanting to help him solve.
You really don’t need to say a whole lot more than that. In fact the more words you use the less likely the gatekeeper is to really understand what you are talking about.
That may sound odd until you step back and put your cold call into perspective. The gatekeeper isn’t expecting your call. Your call will be welcomed if you are brief, to the point, and help her maintain laser-like focus on what it is that you want from her.
Too many words during a 90-second cold call will yield an undesirable outcome … no appointment! Keep it simple!
Topics: Overcoming Sales Objections |
October 26th, 2009 at 8:48 pm
[...] cold calling: how to answer, “what is this in regards to?” – question of the week. “when i ask to speak to the owner of the company, the gatekeeper asks in some form or another, ‘what is this in regards to?’ my question is how do you answer that question?” answer. just answer the question. … [...]