Red-Hot Cold Call Selling: Prospecting Techniques That Pay Off

Working With Administrative Assistants or Secretaries

Administrative assistants or secretaries also seem to be a great source of frustration for many sales professionals. The key to working with administrative assistants is to understand their role in the sales process. When you reach an administrative assistant instead of a decision maker, you must understand that what has changed is the level of the sale. You must still make a sale, however. Please consider Figure 10-6. For purposes of this discussion, I am defining product and service sales as tangible transactions because they result in a physical transaction in which funds are exchanged in return for either goods or services.

Figure 10-5. Sample follow-up letter for introductory voice mail ...