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Ep. 6: Prospecting: Talking to the gatekeepers
This Selling Essentials Minute highlights an idea from the Quick Take training program, “The Secret to Getting Past Gatekeepers”
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Voiceover: The Selling Essentials Minute. One good idea in about sixty seconds.
They call them Gatekeepers.
They’re the assistants, secretaries and receptionist that stand between you and the person you’re trying to reach.
Get them on your side and you could end up with a sale.
But treat them like the hired help and your chances of getting through are about as good as an amateur against the world’s champ.
Why? Because that gatekeeper is smarter than you.
They know more about their company than you do, they know what their boss is interested in better than you do, and they possess the rare ability to separate the important from the unimportant. Not only to screen out time wasters, but to put through people who can actually help their boss.
So acknowledge their value and intelligence; answer their questions patiently and with the respect due a pro who knows a heck of a lot more than you.
But treat them like dummies and that gate will slam… SHUT.