More times than note, the sales process begins with non decision makers AKA gatekeepers. Keep in mind that a gatekeeper is not always a receptionists or secretary.
I wrote earlier about how to get around a gatekeeper by calling when at times when he/she won’t be at their desk, or at times when generally a decision maker is available. However, if you must talk to a gatekeeper, you better do it correctly or you have no shot at getting transferred.
Most salespeople simply try to bulldog through the gatekeeper. Does this approach sound like yours?
Gatekeeper: Hello ABC Company
You: Yes, may I speak to Jim
Gatekeeper: May I tell him this is regarding
You: Blah blah blah…you’re done at this point.
As soon as the gatekeeper has to ask you why you’re calling, you’re pegged as a salesperson…a pushy one at that. To get through a gatekeeper, you must first understand why you are being blocked. There are a few reasons.
- That you’re calling to offer something that won’t be beneficial to the company
- That you’re hiding something or being a seedy salesperson
- That you’re a pushy jerk, and if you’re a jerk to the gatekeeper, you are going to be a jerk to the DM as well
- That you’re going to take a lot of the DMs time
- You’re offering something that may make her look foolish for passing you through to his/her boss
Really, what it boils down to, is that there is a perception that you will make the gatekeeper look bad if they transfer you.
However, you want to do the opposite. The gatekeeper should be worried about getting in trouble if he/she DOESN’T transfer you because their boss is going to miss out on a great opportunity.
You can do this by: (more…)
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