SOAR Selling: How To Get Through to Almost Anyone—the Proven Method for Reaching Decision Makers

CHAPTER 5UNDERSTANDING THE RECEPTIONIST: THE NIZ ZONE

Receptionists Aren’t the Enemy

It’s interesting to hear what salespeople think of receptionists during SOAR instruction. Most of the time we hear the same thing: “they’re trying to shut you down” or “they’re trying to block you” or even,“they’re lying.” The list goes on. We often find the same statements coming from sales managers

Here is what we found to be true: when salespeople believe that the receptionist is out to block them, they end up creating that result. As discussed in Chapter 3, it is our experience that what a salesperson believes is ultimately what he or she creates. Rather than see the receptionist as the enemy, salespeople now have the opportunity to understand that they have ...