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Do's and Don'ts

• Don't open up with "How are you today?" This blares "salesman."
  
  
• Do identify yourself professionally. Give your name and company name. State the purpose of your call, plus a few brief benefits of your service (such as CrossCheck's 4 Check Multiple Check providing greater flexibility in payment options).
  
  
• Don't just send information to the gatekeeper. Say that in order to send the proper information you must learn a little about the organization and that a brief conversation with the prospect would make that possible. Or ask permission to question the screener on a few points; make the screener feel important.
  
  
• Do treat the gatekeeper with the professionalism and friendly manner you would with your prospect.
  
  
• Do ask to make an appointment to phone your prospect. If the gatekeeper likes you and sees a benefit in allowing you through, a phone appointment can work.
  

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