Business Strategy for Space & Defense Firms and Agencies

Little Unsure 2014

Here’s a typical example of the Little Unsure technique in action
Jan 27, 2014
This was to a medical device sales organization, revenue between $10 million and $100 million (that was my list’s range). Obviously I have edited out the company name and the decision maker’s name.

Note how I didn’t need to give my name, or get into a whole lot of reasons why I called.

Also note how I don’t sound like a clueless moron. It’s all very matter-of-fact.

The gatekeeper wants to help you, in almost all cases. And if you find someone who doesn’t, move on. Life is too short to play games.

At the start, it’s natural to think the gatekeepers are out to get you. But they really aren’t. And the sooner you can get your head into gear that they are there to help you…that they want to connect you, if you’ll just give them an easy-to-understand reason to, you’ll have a much smoother time of it.

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