2. Who is the Gatekeeper?
They are not angry trolls…
Not this… More like this
3. Gatekeepers are your first line of
contactwhen speaking to a new
company
Hi, how may I help you today?
4. They are Highly Trained Agents…
Ok they’re not “highly
trained agents” but a
part of their
job is to sniff
out sales
peopleitching to
get to their superiors
5. What This Means for You
You’re going to need to develop a way of getting
around the gatekeeper
6. Why?
The gatekeeper is your
fatekeeper
They hold in their hands
the future of
your sales
pitch
7. If you don’t get past the
gatekeeper, your call and
your sale is dead before
it hits the ground
Your SaleYour Sale
15. What to Say
Ask for the client by
their first name
only, not full name
This makes it sound like
a more personal
call and less questions
may be asked
But what do I say?
16. Ask for the director
of “X” and say you
believe they will
want to talk to you
This makes it sound
like a request that
requires
authorityGatekeepers respect authority
17. When All Else Fails…
Don’t leave a message
with the gatekeeper
Ask for the prospects
voicemail,
this assures they get
your call
18. And Don’t Forget…
Kill them with kindness
Develop a rapport
Be understanding
At least get the
voicemail
Don’t
Forget
19. Come Check Us Out!
For more information about how trump the gatekeeper
and make your way to the finish line, check out our
blog about “Top 10 Must Have’s for Sales Phone
Calls”
http://blog.salesquest
.com/2013/03/20/top-10-sales-phone-calls/