Getting Around Gatekeepers: The Key to Unlocking the Mystery by Jeff Hoffman Sales Hacker Conference Boston, September 15th, 2014 Visit SalesHacker.com for more sales hacks, tips, and tactics.

1. Your SalesMBA™
Copyright © 2014 MJ Hoffman and Associates, LLC. All rights reserved. No part of this publication may be reproduced, stored without prior written consent.
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2. M. Jeffrey Hoffman
Creator, Your SalesMBA™
• Over 25 years of entrepreneurial and sales
excellence.
• Programs based on 2000+ hours of research &
development.
• F500 client roster includes Akamai, BT, Deutsche
Bank, Dow Jones, Gartner, Google, Harvard
Business School, salesforce.com, SAP, Symantec,
and UPS.
• Featured in Inc. Magazine, Fortune Small Business,
ComputerWorld, SellingPower, Sales and Marketing
Magazine, and Training Magazine.
• 2011 xxx 2006 & 2007 Finalist for Selling Power’s
Sales Excellence Award for Sales Training Program
of the Year and 2006 Finalist for American Business
Award for Best Sales Trainer.
• Delivers popular programs at Harvard, MIT/Sloan,
Copyright © 2014 MJ Hoffman and Associates, LLC. All rights reserved. No part of this publication may be reproduced, stored without prior written consent.
Wharton, and UC-Berkeley.

3. What are the shared qualities of top
salespeople?
• 100% acceptance of responsibility for all results
• Do not take “NO” personally
• Intensely goal-oriented
• Above-average ambition, will-power, and determination
• Impeccably honest with themselves and customers
• Ability to approach strangers, even when uncomfortable
- Harvard Business School study, 2002
Copyright © 2014 MJ Hoffman and Associates, LLC. All rights reserved. No part of this publication may be reproduced, stored without prior written consent.
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4. NAVIGATING WITH
GATEKEEPERS
Copyright © 2014 MJ Hoffman and Associates, LLC. All rights reserved. No part of this publication may be reproduced, stored without prior written consent.
SLI
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ATTENTION:
OPENING WITH PHONE

5. Navigating With Gatekeepers
• What is the best way to work with a gatekeeper?
– Avoid them – know when to call
– Prepare a strong WYWYN
– “I don’t know him…”
– Have a referral!
– Create something specific for them
– Engage them directly, when appropriate
Copyright © 2014 MJ Hoffman and Associates, LLC. All rights reserved. No part of this publication may be reproduced, stored without prior written consent.

6. NAVIGATING WITH GATEKEEPERS
• DON’T start with your name
• DON’T step on your close
• DON’T use “honesty” words
• DON’T launch into your company’s bio
• DON’T hang up first
• DO be honest
• DO slow down
• DO have your Personal Commercial READY
• DO use “tie downs”
• DO use the “Columbo” or “Door Knob” technique
Copyright © 2014 MJ Hoffman and Associates, LLC. All rights reserved. No part of this publication may be reproduced, stored without prior written consent.

7. CONTACT US
YOMUJR H oSfAfmLaEn SanMdB AAss™ociates, LLC.
60 State Street, 7th Floor
Boston, MA 02109
www.mjhoffman.com
@mjhoffman.com
Copyright © 2014 MJ Hoffman and Associates, LLC. All rights reserved. No part of this publication may be reproduced, stored without prior written consent.
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