Selling without the ability to get past the Gatekeeper is a veritable "Mission Impossible" and if you want to be the best, you must learn real fast the art of meeting and greeting the most important people in any business... The gatekeepers!
First lets examine what we know about Gatekeepers...
- We know it is their job to screen calls for their busy bosses
- They spend a large part of their days fielding calls from several sales people and telemarketers who have the tendency to be pushy and rude
- They are typically overlooked and ignored as people of little importance
- Most gatekeepers are better at their job than you are at yours
Next lets examine the approach we should take...
- First, always try to get the assistant on your side. You don't get anywhere by making an enemy out of the person who probably has as much info on the company as the owner.
- Second, be straight with the assistant. If you are evasive or dismissive the assistant will know it. Make the Gatekeeper your advocate, your eyes and ears to the decision maker.
- Third always ask if the decision maker has voice mail and email... this is the trifecta because you not only get the answers to these two questions, but you also are setting the foundation for your initial conversation with the DM.
- Last but not least ask the Gatekeeper what is the link to their web-site.
Now a few things to remember;
- Your approach should be confident but not cocky
- Show interest in the gatekeeper, respect them and their time
- Be professional but not pushy
- Be up front about the purpose of your call
- Don't be afraid to engage the Gatekeeper in conversation
- Treat them the way they want to be treated, as the most important person that you will talk to today
- Last but not least "listen to them" a few well placed probing questions will help not only build the foundation needed when you speak to the DM. But you will also end up with someone "on the inside" helping you to pitch the sale
So, I have "said all of that to say"... If you are truly interested in improving your sales numbers follow the steps above...
There is an old saying "if you can't beat em', join em" we are going to extend this saying regarding Gatekeepers to say, "if you can't beat em' get them to join you!"
Good Luck and good selling!
Rod
5 comments:
Now that's some good stuff! The sharing of your wisdom and experience is very much appreciated!! Thanks!!!
Rod,
Your truly a motivational speaker and writer. Thanks!!!
Rod, Great stuff this actually should be stressed and implemented in all traing going foward even the role play itself should be made to reflect this style of interaction with the gatekeeper
This is really great rod thank you for all your motivation and support and now I know what book your reading :)
Don't forget about asking those open ended questions. And there are definitely times the gatekeeper isn't there, like early in the morning or after 5pm. Take advantage of those prime time calling times.
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