It is no wonder that telephone selling is at heart of business. In many industries and with a big percentage of customers, you can't close deal without a phone call.

But what happens when you can't get past secretary to talk with woman who writes checks? Or even after second and third try you are still getting their voice mail?

Here are some easy ways to get through to right person and make sale:

1. If you are not sure who has authority to place an order, make several calls. Call management suite. Call purchasing. Have yourself transferred to someone in accounting. Start your question with "Who handles..." Listen closely. You will quickly get a feel for how organization operates and who is in charge of area you are interested in.

The last thing you want to do is waste time having multiple phone conversations with someone who can't approve purchase. Taking time to find out who writes checks and how to get through to them can increase your success fast.

2. Write down a short list of points you want to cover in your conversation. You don't need to memorize it. Just keep it in front of you.

As conversation progresses, you can use your "talking points" to keep discussion on track and moving toward your goal.

3. Ask questions. The person who is asking questions controls conversation. Listen for prospect to answer, then repeat their answer back to them.

Say, "If I'm hearing you correctly, you need......and you're concerned about... Let me answer those concerns."

1.)Today, how do you communicate on a daily with your customers? Look at your current business model and consider how you take orders. By building an online order taking process, you can offer your customers best of both worlds with traditional and online ordering. This online extension of order taking will save your customers time and create good will toward your company. Technology can extend order taking by linking with your existing inventory control and accounting systems therefore streamlining your processes. The streamlining will reduce your customers' paperwork and cost per transaction as well as making it easier to interact with your company.

2.)What are repeat questions your customers ask? A simple, focused web presence can head off those repetitive questions from potential customers. Yes, your are right in that you can turn face-to-face questions into a sale. You need to remember today's customers are using email and Internet to scout potential vendors. Today buyers do their research before picking up telephone. Online FAQ's will provide background they are seeking so they are more informed when they contact you. This gives your sales associates an advantage. They can turn that potential call into a personal, human interaction if sales associates do not have to repeat FAQ's.