My parents were fond of the expression: You can catch a lot more flies with honey than with vinegar!

Exactly, and the same logic applies to snaring customers.

Most of us who do business to business selling have to get through secretarial screening, or at least handle these sentries deftly, if we hope to catch the decision maker. But we err, by sounding too cagey, too strategic, and generally, not agreeable enough.

We can change this and get better results by altering slightly a key exchange with the screener.

For example, lets say Im calling for Yoda, you know that hard to catch fellow, with the light saber and Zen-like expressions.

Ill call and ask for Yoda, please.

He stepped out. Can I take a message?

At this moment, many will reply, No, Ill try him later.

This sounds evasive.

Instead be agreeable.

Say, Sure, do you expect hell be back in the next hour, or so?

The screener will probably give you the information you need.

Yes, hell be back in 15-20 minutes.

Then, its easy to say thanks and that youll call back.

By the way, your voice is fresh on her mind, so when you do call, shell recognize you, and probably put you right through.

You may have noticed that I never gave her that message that she asked to take for me; only an affirmative reply, right?

This is a very, very powerful technique.

By saying Sure, you throw her off the scent, she feels successful, youve been nice, and shell disclose information and be cooperative from that moment, on.

Thats just one example of the power of agreeability in selling.

Well explore this topic further, in future articles.