The experts say that most of us listen with only 30 percent to 50 percent efficiency. The truth is that the other person's desire to listen to you is in inverse proportion to the amount of speaking you do. Talk a lot and their interest wanes. Their response will tell you exactly what you need to say to help them buy. Screener misuse and abuse .
Many callers use strong-arm tactics to go through, around, above or under the screener.
Yet, basic psychology tells us that the more you push, the harder they'll resist. To get to the buyer, all you need to do is to help the screener do his job, which is to protect the buyer's time from callers who want to waste it. The screener will seek a justification statement from you and, based on that statement, the decision will be made as to whether or not you warrant an audience with the buyer. I'd like to ask Mr. Bigg a few questions to see whether this would make sense for your company as well. Nonexistent or inadequate questioning .