Growing up, I am sure I was like many of my age that was fascinated by Superman. “Truth, Justice and the American way”, the TV show would bellow during the opening credits, as the almost mythical character flew from impending disaster to swoop in and save the day. Nothing was too big or a situation too difficult for Superman, except for when he would encounter the dreaded Kryptonite from his planet of Krypton. At the very presence of the crystalline material, the “Man of Steel” would weaken to a mere mortal. Often as I talk to Sales professionals, I hear that gaining access to prospects is a lot like Kryptonite to them. Does it have to be that way? And what can you do to be better at it?
Like everything in Sales, there is no easy answer to this issue. Gaining access can be difficult. It is far from a science and much more of an art. There is no one way for all or a proven method that will always work to get you that appointment or call with your prospect. During my career, gaining access was the go-to subject whenever we were talking about training, probably because every salesperson at some point in the sales process has to do it. There are many opinions on how to do it well, that also involve various techniques. What works for some, will not work for others. What resonates with one prospect may turn off another. But in the end, that’s kind of what makes gaining access such an interesting topic and process.
There are for sure many things as salespeople we can do to up our batting averages to ensure a prospect will warm to our advances. The three must-have qualities are being sharp, enthusiastic, and knowledgeable. The tonality of your voice and the language you use, both spoken and written is key. Layering in for the face-to-face interactions that of appearance and body language will help you remove any negatives from the equation. Finally, measured enthusiasm is a must. Not the kind that has you jumping out of your shoes, but genuine enthusiasm sells well.