National Sales Center

You’ll Get More Appointments Once You Know How To Get Past The Gatekeeper

Much has been written on how to best get past the Gatekeeper. Unfortunately, most of it is pure bologna. I say that because a lot of training about getting past the Gatekeeper involves cold calling “tricks”, and “tricks” are for armatures.

I’m sure you heard about these “tricks”. Tell the Gatekeeper that the Decision Maker is expecting your call. Tell the Gatekeeper you are returning the Decision Maker’s call. Gatekeepers know these “tricks” and you start your introduction with a bunch of lies. Your creditability goes down the drain and that’s not how to get past the Gatekeeper and no way to increase sales activity.

Aside from “tricks”, some cold calling training on how to get past the Gatekeeper is ancient. We’ve all heard the one about calling before 8:00 AM and after 5:00 PM. This technique is old and well recycled. There is no benefit in “learning” something you already know, especially when you are paying for the sales training. You need new ways to get past the Gatekeeper.

HOW TO GET PAST THE GATEKEEPER

Let’s start by changing the entire concept. It’s not about how to get past the Gatekeeper. It’s all about how to work with the Gatekeeper. After all, the Gatekeeper is just doing their job. They must insure the Decision Maker’s time is well spent. Your job is to convince the Gatekeeper that your message has value and that’s how to best get past the Gatekeeper.

It’s not about making the Gatekeeper your friend. It’s about treating the Gatekeeper that same way you would treat the Decision Maker. Like it or not, the Gatekeeper is now part of the sales process. Always remember that the Gatekeeper is one of the Decision Maker’s most trusted advisors. You must “sell” the Gatekeeper and stop looking for ways on how to get past the Gatekeeper.

Work with the Gatekeeper and the Gatekeeper will work for you. Tell the Gatekeeper about the benefits of your product or service. Explain how your products or services have helped other companies to improve. Why look for ways on how to get past the Gatekeeper when you can actually get the Gatekeeper to introduce you to the Decision Maker.

Respect the Gatekeeper and forget those “ticks” on how to get past the Gatekeeper. “Sell” the Gatekeeper and understand their role in the sales process.

If you would like to know more about this type of sales training, there is a sales prospecting CD program that will help you. The prospecting training program is called “Leveraged Sales Prospecting” and it’s packed with new prospecting skills, strategies and techniques. I invite you to learn more about this type of sales prospecting and these powerful prospecting skills.

So remember, it’s not about how to get past the Gatekeeper. It’s about having the sales prospecting skills and strategies to successfully work with the Gatekeeper. Use this sales prospecting strategy and you’ll get more sales appointments.

Nick Moreno, Sales Trainer
National Sales Center, Sales Training Company

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Tags: gatekeeper, how to get past the gatekeeper, Sales Prospecting