how to trump the gatekeeper
DESCRIPTION
Tips and tricks on how to get past the gatekeeper on your everyday sales call.TRANSCRIPT
How to Trump the Gatekeepers
Who is the Gatekeeper?
They are not angry trolls…
Not this… More like this
Gatekeepers are your first line of contact when speaking to a new company
Hi, how may I help you today?
They are Highly Trained Agents… Ok they’re not “highly
trained agents” but a
part of their job is to sniff out sales people itching to get to their superiors
What This Means for You
You’re going to need to develop a way of getting around the gatekeeper
Why?
The gatekeeper is your
fatekeeper
They hold in their hands
the future of your sales pitch
If you don’t get past
the gatekeeper, your call and your sale is dead before it hits the ground
Your SaleYour Sale
So what do you do?
Don’t Script
A lot of sales people fall victim to reading off a
script….DON’T!
It won’t work out too well because you’re probably not Ben Affleck
Plan
Be prepared to answer the question “What is this in regards to?”
Respond but do not pitch to the gatekeeper
The Golden Rule
Treat the gatekeeper like you would like to be treated
Be polite! Rule
Ask for Help
Everyone feels good about
“helping” someone
By asking for help the gatekeeper gets fooled
into thinking you are a lost little puppy
Sympathize
Understand that both the gatekeeper and the person you want to talk to are usually busy
Don’t get mad at the gatekeeper for this
Develop a Rapport
Be charismatic and friendly to the gatekeeper
Remember they are people too!
What to Say Ask for the client by
their first name only, not full name
This makes it sound like a more
personal call and less questions may be asked
But what do I say?
Ask for the director of “X” and say you believe they will want to talk to you
This makes it sound like a request that requires
authorityGatekeepers respect authority
When All Else Fails…
Don’t leave a message with the gatekeeper
Ask for the prospects
voicemail, this assures they get your call
And Don’t Forget…
Kill them with kindness
Develop a rapport
Be understanding
At least get the voicemail
Don’tForget
Come Check Us Out!
For more information about how trump the gatekeeper and make your way to the finish line, check out our blog about “Top 10 Must
Have’s for Sales Phone Calls”
http://blog.salesquest.com/2013/03/20/top-10-sales-phone-calls/