The "gatekeeper" kept me out!
The ‘"gatekeeper kept me out" excuse: Great sellers never use it!
Gatekeepers frustrate salespeople. They’re an obstacle standing between the seller and the buyer. As salespeople, you've probably heard “Mr. Smith is in a meeting” or “Let me take a message” – both of which are polite ways of saying go away. No wonder many salespeople think the gatekeepers’ mission in life is to prevent callers from getting through to their boss and why many salespeople use the “cold-blooded gatekeeper” as an excuse for not making sales.
But gatekeepers aren’t always the enemy, are they? Part of their job is to screen calls from people who they think will waste their boss’s time. The other part is to put through people who have something useful to offer, such as cost cutting measures, something that will increase revenue, or ultimately be beneficial to their boss. The bottom line is, the gatekeepers aren't the problem - it's the salespeople who don't know how to talk to the gatekeepers and turn them into allies.
Our Webinars show you how to make gatekeepers feel that it’s in their company’s best interest to connect you with their boss. Topics discussed include:
Gatekeepers frustrate salespeople. They’re an obstacle standing between the seller and the buyer. As salespeople, you've probably heard “Mr. Smith is in a meeting” or “Let me take a message” – both of which are polite ways of saying go away. No wonder many salespeople think the gatekeepers’ mission in life is to prevent callers from getting through to their boss and why many salespeople use the “cold-blooded gatekeeper” as an excuse for not making sales.
But gatekeepers aren’t always the enemy, are they? Part of their job is to screen calls from people who they think will waste their boss’s time. The other part is to put through people who have something useful to offer, such as cost cutting measures, something that will increase revenue, or ultimately be beneficial to their boss. The bottom line is, the gatekeepers aren't the problem - it's the salespeople who don't know how to talk to the gatekeepers and turn them into allies.
Our Webinars show you how to make gatekeepers feel that it’s in their company’s best interest to connect you with their boss. Topics discussed include:
- Who gatekeepers are and what motivates them
- What you should NEVER say to a gatekeeper
- Why it’s not enough to be nice and try to win gatekeepers over with charm
- The “right” attitude you need to take into every call with a gatekeeper
- Actual scripts that will help you get the gatekeeper on your side
- How highly skilled salespeople get gatekeepers to actively RECOMMEND them to their bosses.
To inquire about upcoming Webinars, please call 866.GOALS.M3 (462.5763), or email sales@m3learning.com