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Selling the Gatekeeper
April 25th, 2011
You finally put your prospecting hat on and pick up the phone. The voice on the other end answers and starts asking you questions that you don’t want to answer.
Who are you with? What is this in regards to?
Now you find yourself being transferred to voicemail or being told your prospect is unavailable at the moment.
Sound familiar? The dreaded gatekeeper just screened you. As salespeople we get frustrated and discouraged. What we fail to realize is that the gatekeeper also has a job to do and that job is to keep people out that are not supposed to get through.
One day I decided to try something different with the gatekeeper. I acknowledged that they have a tough job to do and actually asked for their help. I said, “You know Mr. Prospect better than anyone, so can you help me out? When is a good time to call him and how should I approach the call? Do you even think he will take my call?” The gatekeeper answered all my questions and even told me to call back at a particular time and that she would be happy to connect me.
Shocked? I was. However, it made me realize a few things and encouraged me to go about approaching the gatekeeper a bit differently.
First, appreciate them. They have a job to do just like us and they are always being told what to do.
Second, sound like a friend. As afraid as the gatekeeper is of putting someone through to her boss that she shouldn’t, they are also worried about not putting through someone that should get through. Don’t use Mr. or Mrs. or be too formal, if you do you are just asking to be put into voicemail.
Lastly, be literal. I am not telling you to be rude but you don’t have to answer every little question you are asked with great detail.
Just as the gatekeeper has a job to do so do YOU!
Karen Casey
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”Being new to sales, I would always waste time with clients who had no real intent to buy. Now, with the “Up Front Contract”, I am much more accurate in qualifying clients.”
Comment by Michael Reynolds
8:56 am
Brilliant! I hadn’t thought of this it makes perfect sense. Nicely done!
Comment by Karen Casey
10:15 am
Thanks Michael! Sales is not rocket science but we often make it more difficult than it needs to be!
Comment by Karen Portish
10:34 am
Great advice Karen! Thanks for sharing!
Comment by Mike McDonald
3:43 pm
This is absolutely true. All I do is make cold calls. Large percentage of fortune companies. Asking for help as you mentioned really works. I can’t wait to find ways of making them feel appreciated for the difficult job they have. Thanks!
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