How Do You Deal With 15 Types Of Screeners?
by Mr. Cold Call
Did you
know that there are 15 types of screeners?
By being aware of each type of screener it will help you to work with
them so that you can speak with your sales prospect. Below is a complete list of each type of
screener along with one solution as to how you can deal with them:
1.
The Forget About It Screener
Definition:
When you encounter this type of screener you can forget about getting
through to your sales prospect.
Basically, you have no chance of being transferred or getting any type
of information from the screener.
Your Solution: Your best strategy is to locate the email address of your
prospect. When you email your prospect
include a compliment about their screener such as “(Name of screener) is an
excellent at their job because no matter what I said (he or she) would not let
me through to you!” Also, in your email,
note that you are very determined to speak with them and give a brief
explanation why they should give you a few minutes of their time.
2.
The I’ll Take A Message Screener
Definition: These type of screeners usually take a message on a piece of
scrap paper and eventually it gets lost on their desk. One day they will find it and say to them
self, “I thought I gave this to (Name of your prospect), I think I will
conveniently throw it away, I don’t want to look bad, do I?
Your Solution: These type of screeners are really not protecting their boss
so you don’t have to worry about any type of resistance from them. A majority of the time if they are taking a
message for you then odds are that your prospect doesn’t have a voicemail
machine. Try asking for the prospect’s
cell phone number.
3. The Pretend Screener
Definition: You’re better off just not leaving a message with this type
of screener. Their famous line is the
following: “Yeah, ok, I got it,
thanks!” They are pretending to take a
message and you are just fooling yourself into believing that your prospect
will get it because the reality is they don’t care.
Your Solution: Since they don’t care they will give you as much information
as you request. This is your chance to
find out what supplier your prospect may be using, who they report to, their
email address and their cell phone number.
4.
The Genuine Screener
Definition: This is one of the best types of screeners to speak with by telephone. They are very sincere, very savvy and they
probably have been with the company for many years. If you have called more than two or three
times they will respect your persistence and really make a solid effort to get
your message to your prospect.
Your Solution: These are the type of screeners that you should be sending
thank you notes to. If you manage to send them a thank you card then you have won yourself a new friend the next time that you call!
5. The Out Of Control Screener
Definition: Talk about personal problems. These types of screeners are given an A+ for
bringing their personal problems into the workplace.
They will raise their voice or even yell at you when speaking with them.
Your Solution: Your best option is to visit your prospect’s company website
and see if they list their email address so that you can contact them directly.
6. The Not Interested, The We Are Fine And Oh,
It’s You Screener
Definition: These type of screeners have an excellent sense of smell. As a result of answering so many phone calls
each day they know instantly that you are trying to sell something. And because of their keen senses they reject
you instantly.
Your Solution: Sometimes a little humor goes a long way when dealing with
these type of screeners. You could ask
the screener for their opinion, “If you were me, would you just give up? Or, what would you do in my situation?”
7.
Take Me Off Your List Screener
Definition: If you push this type of screener too far they may mention
that they will contact the Federal Trade Commission so be very careful
here. As a side note, if you are
contacting someone at work, there are no laws that prevent you from making business to business telephone calls. The Do Not Call Lists applies only to business to
consumer telephone calls.
Your Solution: See solution #5.
8.
The Call You Back If Interested Screener
Definition: This type of screener is the same as The Not Interested, The We Are Fine And Oh,
It’s You Screener.
Your
Solution: See solution #6.
9.
Send A Letter (or fax) Screener
Definition: This type of screener has been told by their boss to
specifically have people contact them in writing. Many sales reps when they hear this decide
that it’s better just to move on to their next prospect. The odds that your letter or fax will be read
is slim to none.
Your Solution: Try sending a letter by Fed-X for next day delivery. Or, send a talking telegram to really get
their attention!
10.
What Is This Call Regarding Screener
Definition: There are actually two types of “What Is This Call
Regarding” type of screeners. There is
one type of screener that is really trying to help you and then there is
another type of screener who may ask you a million questions. Their primary objective is to be nosy.
Your Solution: If you are dealing with the more helpful type of screener in
this example then check out solution #4, however, if you are dealing with the
nosy type of screener then politely ask when the best time to reach
your prospect is?
11. Thee I Am So Powerful Screener Hear Me
Roar
Definition: This type of screener works for a very successful business
executive. An example of this type of
screener would be a screener that works for a high profile CEO.
Your Solution:
See solution #9.
12.
The Happy Screener
Definition: This type of screener is happy with their personal and
professional life and they will let you know it. They are very easy to deal with and show no
signs of resistance.
Your Solution:
See solutions #3 and #4.
13.
The Fill-In Screener
Definition: This type of screener is temporarily filling in for the
full-time screener.
Your Solution:
See solution #3.
14.
The Language Barrier Screener
Definition: If you know more than one language than you will have no
problem with this type of screener. If
you don’t then good luck!
Your Solution:
It’s time to start learning another language, can you say Berlitz?
15.
The Hang Up Screener
Definition: This is my favorite type of screener. In the middle of your conversation you will
find yourself talking to yourself because the screener just disconnects the
call. You could be the President it
doesn’t matter.
Your Solution:
Your best bet is to just move on to your next prospect.
Copyright 2007 MR. COLD CALL SEMINARS - All rights reserved.
Behind The Scenes With Mr. Cold Call™
Mr. Cold Call™ is a worldwide sensation and
claims to have made over 80,000 cold calls to date. He has been quoted
by numerous national publications such as Selling Power Magazine,
Investor's Business Daily, Successful Fund Raising and Advantage
Magazine. He has written over 65 articles on cold calling, developed a sales ratio calculator that automatically calculates your daily, weekly, monthly and yearly sales ratios, offers a custom sales script service called "The Script Responder" and finally, is the author of four best-selling ebooks with FREE email support and these titles include:
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