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gatekeeper Tagged Articles



Do you have a telephone script!
All the pros have one, what about you? Best way to handle the gatekeeper: Try to say as little as possible about why you are calling. End your response to any question asked with, "So may I please speak with Mr(s). ________?”

Back-to-basics Marketing: The Proof Is In The Pudding:
Who else wants to rediscover why you must offer proof that what you say your products, services or ideas will deliver will actually deliver
The Steps of a Sale: from the buying decision to the close
Here are the steps in selling with Buying Facilitation® at the front end. The first phase helps decisions get made to promote buy-in, change, and recognition of what needs to be addressed. We usually wait for buyers to do this, but now we can help. Have a look at the steps, and see how you can add them to what you’re doing.
Reach High-Profile Targets Quickly: Five Steps to the Artfully Manage the Gatekeeper
Last week's tip about breezing past the gatekeeper at events brought out tons of interesting comments - you guys are using your street smarts to meet everyone from ZZ Top to Swedish choir directors to George W. Bush.
C-Level Selling Tip 9 - Overcoming Executive Intimidation
Powerful people make everyone nervous, but if we don’t deal with it as sales people, we’ll be stuck with subordinates that stall our progress and mislead us on what it will take to win the sale, project or contract.
The Power of Thought Control
Your ability to think in a focused and clear way, keeping your attention where your intention is, distinguishes the long term successful leader from the pack.
How to Gain Access to that Executive You Simply Must See
To get in the door in new accounts at the executive level, you must first establish your value with the executive. There in lies the challenge.
Life Balance: Take Back Your Time Today
This article shares 5 solid strategies to help you take back your time. Do you feel over-scheduled, over-worked, and overwhelmed? Does your daily life feel like a car race? Do you feel like you hardly ever have family dinner or any face time with your family? You are not alone. Americans are putting longer hours on the job every year. In fact, we're working more than medieval peasants did, and more than the citizens of any other industrial country. On average, Americans work nearly nine full weeks (350 hours) LONGER per year than our peers in Western Europe do. Many of us (including 37% of women earning less than $40,000 per year) get NO paid vacation at all. Is it any wonder that so many people are SO stressed out?
Getting Past the Executive Gatekeeper
Some sellers fail miserably when trying to gain access to a company executive. Unfortunately, rather than taking the time to develop a strategy, they smile and dial, hoping their canned pitch will be enough to get an appointment. This strategy doesn’t get many sellers past today’s sophisticated executive gatekeepers, and many aren’t willing to give a seller a second chance.

PROSPECTING - HOW TO GET PAST THE GATE KEEPER
In our telephone prospecting workshops the question often comes up…"How do I get past the gatekeeper on the telephone to reach the hard to get to prospect?" It’s a good question, because some prospects are more difficult to get to than others. So I have a few ideas for you that may help...
HOW TO GET PAST THE GATE KEEPER WHEN PROSPECTING
In our telephone prospecting workshops the question often comes up…"How do I get past the gatekeeper on the telephone to reach the hard to get to prospect?" It’s a good question, because some prospects are more difficult to get to than others. So I have a few ideas for you that may help...
And How Are You Today? - Yuck!
Make cold calling more fun for you and less painful for your prospective clients by aiming not for the appointment or sale, but to engage them in conversation.
After the Show What Will You Have to Show for It
Brand Communications Beyond the Booth™ Taking a booth at a trade show is as much a risk as it is an opportunity.

Press Release Key Components: Who, What, When, Where and Why
Most journalists have been taught that they must be able to answer the five Ws before they have a credible piece of journalism. The five Ws are Who, What, When, Where and Why. It seems so simple, doesn’t it? Yet newspapers, magazines, television and radio stations receive many Press Releases that are not newsworthy because the Press Release author didn’t, couldn’t or wouldn’t use the five Ws. By answering these five, one word questions when writing your Press Release, you can be assured that your Press Release is newsworthy and written from a journalist perspective.
Just the Facts Ma’am, Just the Facts
There was the classic TV Show and more recently the movie, “Dragnet”. The main character, Sergeant Joe Friday, was known for the quotation, “Just the facts ma’am, just the facts.” He would let a witness to a crime tell their story with all their emotion and commentary on what they believed happened. After a few minutes of listening to this extraneous information, Joe would interject his most famous line of dialogue, “Just the facts ma’am, just the facts.” As with Sergeant Friday, journalists are most interested in the facts you present in your press release.
Prospecting Tips
Prepare for introductory calling the way you would for any major presentation. Know what you want to say, how you want to say it and how you want to represent yourself, your company, your product or service.

Cold Calling Tips
TIPs (techniques, ideas and process) for successful cold calling.
4 Keys to Gett ng Past the Gatekeeper
In today’s fast-paced and virtual work environment, prospecting and getting to the decision maker has become a challenge. With the help of technology, the cold or the warm call has evolved to a strategic process. However, there are still some basic beliefs that you must have as you mentally prepare to make that call; get through the barriers; deal with voicemail; and talk to your prospect.
Gatekeeper: Friend Or Foe? A 6 Point Plan To Deal With Any Gatekeeper
You’re ready to attempt to sell to the M.A.N., your target Decision Maker in the prospect company. This is when you are likely to encounter a Gatekeeper. They come in the guise of receptionist, assistant, voicemail, secretary or PA in the office, or husband/wife/partner or answer machine in the home. Apart from the mechanical ones, they normally don’t present a problem when you are just checking the accuracy of basic information, and can even be helpful enhancing that information. It’s when you actually want to speak to your target that gatekeepers really come into their own…

Other gatekeeper Related Articles

Gatekeeper: Friend Or Foe? A 6 Point Plan To Deal With Any Gatekeeper
You’re ready to attempt to sell to the M.A.N., your target Decision Maker in the prospect company. This is when you are likely to encounter a Gatekeeper. They come in the guise of receptionist, assistant, voicemail, secretary or PA in the office, or husband/wife/partner or answer machine in the home. Apart from the mechanical ones, they normally don’t present a problem when you are just checking the accuracy of basic information, and can even be helpful enhancing that information. It’s when you actually want to speak to your target that gatekeepers really come into their own…

HOW TO GET PAST THE GATE KEEPER WHEN PROSPECTING
In our telephone prospecting workshops the question often comes up…"How do I get past the gatekeeper on the telephone to reach the hard to get to prospect?" It’s a good question, because some prospects are more difficult to get to than others. So I have a few ideas for you that may help...
PROSPECTING - HOW TO GET PAST THE GATE KEEPER
In our telephone prospecting workshops the question often comes up…"How do I get past the gatekeeper on the telephone to reach the hard to get to prospect?" It’s a good question, because some prospects are more difficult to get to than others. So I have a few ideas for you that may help...
Hidden Secrets to Crack the Voicemail Gatekeeper
Voicemail is perhaps the hardest gatekeeper to get past in the SMB market space. Executives play many roles and have little time for sellers. They use voicemail as their screening tool and you need not only a great message, but perseverance and creativity to crack through.
Do you have a telephone script!
All the pros have one, what about you? Best way to handle the gatekeeper: Try to say as little as possible about why you are calling. End your response to any question asked with, "So may I please speak with Mr(s). ________?”

Reach High-Profile Targets Quickly: Five Steps to the Artfully Manage the Gatekeeper
Last week's tip about breezing past the gatekeeper at events brought out tons of interesting comments - you guys are using your street smarts to meet everyone from ZZ Top to Swedish choir directors to George W. Bush.
Sales Prospecting Success - How to use Google to be a sales superstar and avoid the Gatekeeper
Are you still trying to overcome the gatekeeper or are you still getting stuck with a no names policy? Forget all those old excuses and find out how to get the direct dial number for any business contact you want...
6 Email Strategies to Reach Decision-Makers
In the maze of corporate America it is sometimes very difficult to get a decision-maker on the telephone. Sometimes the best way to reach a prospect is via email. If a gatekeeper or assistant tells you that the best way to reach a particular prospect is by email, by all means send one. Here are some strategies to maximize your email response:
Tips for Effective Appointment Setting – Handling Objections and Listening Skills
Getting your prospect to talk to you is achieving half of the appointment setting effort; the other half which is just as important is addressing your prospect’s issues and concerns. You have made your way through the gatekeeper and have delivered a fantastic opening statement. Now your prospect seems to be listening and finally he responds with a series of questions and states the reasons why your product or service doesn’t measure up to his expectations or it does not answer a need that would merit his consideration for an appointment schedule. In short, he is now in the “objection” mode.
The gatekeeper, screener or receptionist is an ally
Every time you make a sales call, in person or by phone, you are being tested. The first test is by the receptionist, gatekeeper or screener. Chances are you didn't even know you were being tested. If you pass this test, you will be put through to the decision maker with bonus points in hand.

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