Stop Pitching the Front Desk

Your rep calls a company. The receptionist answers. And your rep starts pitching. What you sell, why it’s great, how it saves money.

The receptionist listens politely, then says, “Send me an email and I’ll pass it along.”

That email goes nowhere. And the decision maker never hears your name.

Here’s the thing most reps miss. The person at the front desk isn’t the buyer. Their job is to protect the buyer’s time. The more your rep pitches, the easier it is to screen them out.

Fewer than one in ten sales calls ever reaches a decision maker. A lot of those calls end right here.

So stop pitching. Be brief, be friendly and ask for help getting to the right person. Save the conversation for the person who can say yes.

I’ve trained over four hundred sales reps to get past the front desk.

Is your team pitching the wrong person?

Stop guessing. Start knowing.