This person is the Boogeyman to most salespeople
[I] personally know that I've stayed up with sleepless nights thinking about this monster
Strangely this person can actually be very nice
But they are [always] the bane of our existence [of] course I'm talking about the dreaded
Gatekeeper questions like may I ask the nature of this call
keep most salespeople
Away from those most valuable prospects in this video
I'm going to show you three ways to deal with a gatekeeper in sales check it out
Number one Avoid them altogether. Here's the thing people always ask me about
Gatekeeper strategies, and what do I say once I get a gatekeeper on the phone or how do I get past the gatekeeper?
How do I get through the Gatekeeper [you] know what the best strategy is always?
To go around the Gatekeeper don't go through them if you can avoid them
so the way
We do that is by calling at times when the Gatekeeper actually isn't in the office now
Let's look at the life of a typical gatekeeper. They are usually a nine to fiver. They're typically an administrator
they are not someone who has [a] tremendous amount of
responsibility in that they do not have usually
bottom line responsibilities
So their bonus is based on more arbitrary indicators whether they just did a good job with their their work?
But because of the way they are compensated and the type of job they have they're typically not
There before 8:30 in the morning, and they're usually not there at
6:30 at night, and they're also not there on
Saturdays, but you know who is at the office at all those times your prospect because your prospect is
The economic buyer your prospect does usually have bottom line or [top-line] responsibilities?
They are bonused based on the performance of the [organization], and so this person is very likely to [be] there
At [8:00] in the morning or they're very likely to be there at 7:00 p.m.. At night or even on Saturday, so
Get to those
[decision-Makers] those economic Buyers by just avoiding the Gatekeeper altogether
Call your prospects early call them late try them on the weekend
You're going to be amazed at how [many] times you can actually?
Just avoid the Gatekeeper altogether and get through to the decision maker at a time when the decision maker has a lot less going on
Because there are fewer distractions early in the morning late at night or even on Saturdays avoid the Gatekeeper altogether number, two
Be firm let's pretend that we couldn't avoid the gatekeeper for one reason or another we had to go through the gatekeeper
The first key idea is that you are very
firm when speaking with a gatekeeper
Remember put yourself in the mind of a typical Gatekeeper they have two competing
Responsibilities one is that they don't want [to] let through the salesperson. They don't they want to keep out all the salespeople
but they also
Don't want to keep out the right person and so what I mean by that is that sometimes a ceo or a VP is?
Receiving a call from someone who's important to that Vp or to that ceo and the Gatekeeper is very nervous about?
Accidentally keeping out that important contact so use that to your advantage
Keep them on their toes
When you call a typical salesperson is going to be really schmooze e and friendly and very
Nice and quite frankly somewhat gentle when talking to a gatekeeper
[I] challenge you to be the exact opposite don't be rude, but be firm and authoritative
So next time you get a gatekeeper on the phone rather than saying hey Darren Markway check here calling for George instead
just be to the point and
firm
Yes, [Darren] Markway [Shak] calling for George this approach is going to make the Gatekeeper think to themselves
Oh wow this sounds like an important person
Maybe I should put them through number three be vague when asked questions a lot of gatekeepers
I mean some of these people particularly if you're calling on a high-level prospect let's say the ceo of a fortune
1000 companies or even [a] Vp at [a] fortune 1000 company these gatekeepers are going to be pros and
So there's still [even] when your firm they're going to start asking you questions
You need to be prepared for those questions, [so] [a] typical question might be for example
Yes may I ask where you're calling from now if you say, oh, well. [I'm] calling with ABC company
Immediately you're done. You are dead
So instead be vague in your response answer the question
But in a way that is going to throw the gatekeeper off a little bit so next time the Gatekeeper asks
Where are you calling from simply say Boston or whatever city you're in your goal is to let them fear that you're the right person
Now I already know that a lot of people who are watching this video are saying to themselves, whoa
That's really intense you know what though it's not if you aren't able to get through the Gatekeeper in the first place you have
Nothing to lose and again. I'm not suggesting that you're ever rude or mean
[because] these are nice people and they deserve respect, but if you want to get through those gatekeepers you need to play the game
Let them always be nervous that you are the right person
[so] there are three ways to deal with a gatekeeper in sales. Have you ever used one of these?
Gatekeeper techniques before or did you use a different approach if so, what was the result?
[I] want to hear from you be sure to share below in the comment section
And I will be sure to respond to every comment that I can get to and if you enjoyed this video
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you