Tips and tricks on how to get past the gatekeeper on your everyday sales call.

1. How to Trump the Gatekeepers

2. Who is the Gatekeeper?
They are not angry trolls…
Not this… More like this

3. Gatekeepers are your first line of
contactwhen speaking to a new
company
Hi, how may I help you today?

4. They are Highly Trained Agents…
Ok they’re not “highly
trained agents” but a
part of their
job is to sniff
out sales
peopleitching to
get to their superiors

5. What This Means for You
You’re going to need to develop a way of getting
around the gatekeeper

6. Why?
The gatekeeper is your
fatekeeper
They hold in their hands
the future of
your sales
pitch

7. If you don’t get past the
gatekeeper, your call and
your sale is dead before
it hits the ground
Your SaleYour Sale

8. So what do you do?

9. 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

10. Plan
Be prepared to
answer the question
“What is this in
regards to?”
Respond but do not
pitch to the
gatekeeper

11. The Golden Rule
Treat the gatekeeper like
you would like to be
treated
Be polite!
Rule

12. 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

13. 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

14. Develop a Rapport
Be
charismatic
and friendly to the
gatekeeper
Remember they are
people too!

15. 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?

16. 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

17. When All Else Fails…
Don’t leave a message
with the gatekeeper
Ask for the prospects
voicemail,
this assures they get
your call

18. And Don’t Forget…
Kill them with kindness
Develop a rapport
Be understanding
At least get the
voicemail
Don’t
Forget

19. 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/