All sales reps have been in the position where you've left multiple voicemails only to have them not be returned. Frequently the sales prospect can begin to hear the frustration in your voice as they hit the delete bottom. Voicemail does not have to be the salesperson's enemy, rather if used effectively it can assist in the sales process. So, just "how do we overcome it?"

The first cardinal rule of voicemail is if they don't return your call, as a sales rep, you MUST use a different approach. Be creative with your sales pitch message but do not continue to leave the same voicemail time and again because I guarantee it won't be returned. You will also be viewed as an annoyance.

Once you've decided to leave a voicemail, do not leave your name and number because they simply are not going to call you back. Leave a very brief message that suggests your relationship and indicate that you will call again at a specific time. In a nutshell, give a 30 second sales commercial including your relationship and indicate a time you are going to call back. Be very specific about the time.

Next, more than likely your contact is not going to be there when you make your second call so you are probably going to have to leave another message. Indicate that you are making the call as promised and that you understand how busy they are & go ahead and suggest another time that you will call back. This time you will indicate that if the time doesn't work, their secretary (by name) if you know it, should give you a call to schedule a better time. Leave a number for her to reach you at or mention that you will call at the suggested time.

By leaving this message, you are demonstrating that you follow through on things, that you are connected to the sales referral source and that you are courteous and considerate. You will know his secretary's name because of the relationship building that you've done with the switchboard operator. You have also indicated to him that you respect his position because you mentioned that you understand how busy he is.

Another sales technique that can be very valuable in getting past voicemail is to establish a relationship with the receptionist or the operator. Typically, they have little human interaction on the phone-often they will welcome a personal conversation. An approach that can be used with a person in this position might be, "I know that you are busy with incoming calls, so feel free to put me on hold if necessary. Please tell me who might be in charge of buying cleaning supplies for your organization?" This person knows better than anyone who is handling what tasks, because it is their job.