Boss Mode or Getting Past the Palace Guard
Below is a MRR and PLR article in category Business -> subcategory Sales.
Boss Mode: Breaking Through the Gatekeepers
Introduction
Creating rapport with prospects is a vital art in sales, often achieved by aligning with them without imitation. When done well, prospects see you as similar, increasing their comfort and business inclination.
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Embracing Confidence
As a big fan of "The Apprentice," I often reflect on how figures like Donald Trump or Barbra Streisand would navigate past gatekeepers like secretaries and assistants. Imagine Trump calling a prospect's office. If asked, "What is this in reference to?" he’d likely say, "This is Donald Trump. Is she available?"
Barbra Streisand, calling Steven Spielberg, wouldn’t list her achievements. Instead, she'd assertively say, "This is Barbra Streisand. Is he there?"
The Power of Self-Assurance
You might think, "But I’m not famous." It doesn’t matter. Trump and Streisand likely carried the same confidence and assurance decades ago, essential traits that propelled them to where they are today.
Understanding Your Prospects
Consider your prospects?"typically people in leadership roles. Bosses are decisive and authoritative and exhibit self-confidence. These traits define their behavior and expectations.
Building Rapport
There are countless resources on creating rapport with prospects. The core principle is aligning with them authentically. When prospects perceive you as relatable, they become more comfortable engaging and doing business with you.
Engaging with Gatekeepers
Now, let’s talk about secretaries and assistants. If you exhibit boss-like authority and confidence, they’ll perceive you as a peer to their bosses, giving your call more importance.
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Recommendations
Adopt what I call "Boss Mode" when speaking with gatekeepers. Communicate with authority and confidence. For example, instruct the secretary, "Please inform [Prospect's Name] that [Your Name] from [Your Company] is calling." Deliver your message as if instructing your own assistant?"firmly yet politely.
Remember, projecting confidence isn't rude. On the contrary, it significantly increases your chances of reaching prospects.
For more strategies on navigating past gatekeepers, visit [wendyweiss.com](http://www.wendyweiss.com) and explore "Getting Past the Palace Guard."
© 2006 Wendy Weiss
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