The Gatekeeper is Your Key to Sales Success
I hear it every day…”I can’t seem to get past the gatekeeper. If I could just get through to the decision maker, I know I could make the sale.” It’s a common issue with sales professionals, but I will contend that much of it is self- inflicted. Too many sales people treat the gatekeeper as an adversary, one who must be conquered if indeed we are to get through to that all-important decision-maker.
Let’s get one thing straight immediately. The gatekeeper is only performing his job just as you are performing yours. Why does there need to be a battle…a winner and a loser? Why not create a situation where everyone wins?
Begin by smiling, and showing that you sincerely appreciate their position and their job. Consider yourself in their position. Respect them as people and as professionals. You will stand out from others who treat them as the enemy whose only purpose is to prevent them from getting through to see the decision maker.
Tell them that you need their help. Our natural tendency as human beings is to help when asked. This also shows that you respect him and that you realize that he has something to offer you.
Find out his name and use it! This is one of the most overlooked and simple ways to reach anyone.
Ask them if there is anything you can do for THEM! This is one that will put you ahead of 99.9% of the people who walk through the door or call them on the phone.
Above all, be sincere. It will show and it will earn you respect and a trip in to see the one who makes the purchase decisions.
If you approach the situation knowing that you and your product are relevant and worthy of the decision-maker’s time and when you do get through, every one will be a winner. You, because you will now get through. The decision-maker, because she will now have the opportunity to consider a product or service that will benefit her company. The gatekeeper, because his boss will recognize his discretion in letting only those with beneficial products and services through to her.
About the Author
Too often we see it as war...a battle to be won or lost. If the gatekeeper wins, we lose. If we win, we have defeated the evil gatekeeper. It doesn't have to be that way, nor should it be. Here's a way that everyone involved gets what they want.
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