One of the many lesson from the phone sourcing training series "The Magic In the Method."

1. THE MYSTERY & THE MAGIC
Phone Sourcing
A Tutorial
Presented by Maureen Sharib

2. MANY PEOPLE ASK …
 …me how I do what I do.
 “It’s simple,” I tell them.
 “I call people on the telephone and extract information from
them.”
 “It’s not easy,” I warn.

3. THEY DON’T BELIEVE ME.
 Then they try.
 “The Gatekeeper asked me why I was calling!” they whine.
 “What did you say to her?” I ask.
 “I asked her who all the electrical engineers were working on
Boeing’s new (SATCOM) phased-array antenna system.”

4. “YOU’RE KIDDING,
RIGHT?”
 I ask.
 “No, that’s what I asked her. She wanted to know who I was and
why I wanted to know. What do I say when that happens?”

5. “IT SHOULD NEVER
HAPPEN,”
 I tell them.
 They look at me dumb-founded.
 “What do you mean it should never happen? It happens to me all
the time!” they exclaim.
 “Of course it does,” I say.

6. NOW THEY’RE REALLY
CONFUSED.
 And frustrated.
 “You’re talking in riddles,” they accuse me.

7. “WHY SHOULD SHE TELL
YOU…”
 “…who all the electrical engineers working on the Boeing
(SATCOM) phased-array antenna system are?”
 “What incentive have you given her to do that?”

8. “INCENTIVE? SHE NEEDS
AN INCENTIVE?”
 “Yes, she needs an incentive. She needs to know who she’s talking
to. What did you do when you out-of-the-box asked her who all her
electrical engineers were working on a specific project?”
 “Better yet, what didn’t you do?”

9. THEY LOOK AT ME…
 …and I can tell they don’t know.
 They don’t even have a clue.

10. “YOU MADE HER
WONDER…
 …who you were and when she wondered that she kept on
wondering.”
 “Who is this?”
 “Where are they calling from?”
 “Why do they want that information?”
 “I’m not supposed to tell anyone that.”

11. “IT’S HUMAN NATURE…
 …to wonder.”
 What could you have said that would not have aroused her
suspicions?”

12. AGAIN, NO ANSWER.
 “It’s very simple,” I tease.

13. “WHAT?” THEY PLEAD.
 “You could have told her who you were, immediately when she
answered.”
 They look at me and I see a light dawning.

14. “I GUESS I COULD
HAVE,…”
 they admit.
 Again, the doubt:
 “But what if she asks me where I’m calling from?”

15. “WHAT IF SHE DOES?...”
 I challenge.
 “Well, what do I say?” they demand.

16. “WHAT DO YOU SAY?”
 I ask. “You tell her where you’re calling from. Is that so hard?”

17. “I SUPPOSE IT ISN’T…”
 …they admit.
 “Chances are, though, she won’t ask you where you’re calling from.
She also won’t ask you why you need that information, if you don’t
make her start wondering about you in the first place!” I admonish.
“The best way to approach a Gatekeeper is to remove the mystery for
her.”

18. THIS IS WHAT’S CALLED…
• …the mystery and the magic. If you remove the mystery, magic will
happen! Gatekeepers will begin to cooperate with you like they never
did before. If you didn’t know better, you’d wonder what happened!
•
 “Effective magic is transcendent nature.” ~ George Eliot,
Middlemarch

19. THE MAGIC IN THE METHOD
 This is just one of the lessons in the popular phone sourcing
course “The Magic In the Method” developed by Maureen Sharib, an
everyday phone sourcing practitioner who learns more from her
students than she could ever teach them! For more info on
MagicMethod go here: http://www.techtrak.com/training.html
 Follow Maureen on Twitter at @MaureenSharib
 Contact her at 513 899 9628.

20. THE END