We\u2019ve all been there before.\u00a0You\u2019re out prospecting, walk into a business and there sits the \u201coffice gatekeeper\u201d.\u00a0Their job is to protect the decision-maker and to make it hard, if not impossible, for you to get through to them. Your job is to find out who the decision-maker is and if possible, meet them!<\/p>\n
Let the game begin!<\/p>\n
Having a specific and proven way to advance can be key to moving the process forward. Stumble your way through it, and the tenacious gatekeep wins.<\/p>\n
You have three strategic alternatives to getting past these sales preventers:<\/p>\n
1.) Go around them.<\/p>\n
2.) Wait until they die or leave the company.<\/p>\n
3.) Win them over.<\/p>\n
In reality, option three, winning them over, is your only viable option.\u00a0The process of winning over the gatekeeper begins with respect.<\/p>\n
Before you even introduce yourself, say these words…\u201cI hope that you can help me<\/em>\u201d, then pause … and wait for them to reply.\u00a0Once they commit to helping, you\u2019re halfway there.\u00a0See, people love to help other people, and if you ask for their help, chances are they will do what they can. You\u2019ve just softened the gatekeeper!<\/p>\n The gatekeeper can actually be a great supporter of you.\u00a0Depending upon how well you treat them, they can play a major factor in determining if you get to see the decision-maker. They can also answer many questions for you, and you are more apt to get an answer if you ask for their help.\u00a0\u00a0<\/p>\n Show them respect, ask their opinion, and above all ask … \u201cI\u2019m hopeful that you can help me?\u201d<\/em><\/p>\n One last thing\u2026 on your way out, ALWAYS say to the gatekeeper, \u201cThank you for your HELP”!<\/em><\/p>\n","protected":false},"excerpt":{"rendered":" We\u2019ve all been there before.\u00a0You\u2019re out prospecting, walk into a business and there sits the \u201coffice gatekeeper\u201d.\u00a0Their job is to protect the decision-maker and to make it hard, if not impossible, for you to get through to them. Your job is to find out who the decision-maker is and if possible, meet them! Let the […]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-2224","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"yoast_head":"\n