Thoughtful Thursdays – Getting past the gatekeeper
When a sales person tells me they are having trouble getting past the gatekeeper, the topic of conversation inevitably shifts to pre-call planning and preparation.
Today’s thought is about changing “getting past the gatekeeper” to “working with the gatekeeper”
The words “getting past” suggest sneaking by, going around or over an obstacle. Rather than perceiving the gatekeeper as an obstacle, view them as potential ally. The difference is that you go around obstacles and work with your allies.
Pre-call planning and preparation enables you to anticipate situations and prepare appropriate approaches and responses.
Most people prefer to help rather than be told. Be mindful of that when you are developing your approach. Be prepared to respond to different personality types and perhaps most importantly, be respectful of other people’s time.
If you find that the gatekeeper is an obstacle, review your approach and do what is necessary to change your perspective. See that person as a potential sales resource, not a barrier to your sales success.
Good Selling,
Richard
Have a question about sales? Contact me and I will respond.
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