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the Gatekeeper Tagged Articles
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Gatekeeper: Friend Or Foe? A 6 Point Plan To Deal With Any Gatekeeper
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| 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…
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Other the Gatekeeper Related Articles
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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…
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HOW TO GET PAST THE GATE KEEPER WHEN PROSPECTING
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| 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... |
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PROSPECTING - HOW TO GET PAST THE GATE KEEPER
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| 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... |
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Hidden Secrets to Crack the Voicemail Gatekeeper
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| 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. |
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Do you have a telephone script!
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| 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). ________?”
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Reach High-Profile Targets Quickly: Five Steps to the Artfully Manage the Gatekeeper
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| 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. |
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Sales Prospecting Success - How to use Google to be a sales superstar and avoid the Gatekeeper
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| 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... |
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6 Email Strategies to Reach Decision-Makers
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| 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: |
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Tips for Effective Appointment Setting – Handling Objections and Listening Skills
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| 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. |
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The gatekeeper, screener or receptionist is an ally
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| 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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