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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
contactwhen 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
peopleitching 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’t
Forget
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/

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How to Trump the Gatekeeper

  • 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/