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Getting stuck

If you still get stuck at the drawbridge, there are four other tactics:

• Ring outside office hours.
• Ring when you know the secretary is at lunch/on holiday.
• Make the secretary into a closer ally. Ask, 'What would you do in my position? I know we can submit a very competitive quote for sales training. How would you go about making contact?'
• Move on to the next call - you can't be successful every time.

For more advice visit www.better-business.co.uk and click on the Solution Centre to find a range of other guides under Sales including:

• How to sell more to an existing customer;
• The power of 'how' to clinch sales
• Gaining commitment from a prospect.