There are two ways to look at this situation. Gatekeeping can be considered a hindrance when the individual you are dealing with is not adequately trained on how to do their job.
Because they may be the most recently hired employees who are not familiar with the company’s organizational structure, vision, mission, values, and brand. In other words, these gatekeepers can make your job as a salesperson more difficult.
On the other hand, a sales gatekeeper acts as a screening tool, carefully sifting through any deals or interactions that they deem unviable to pass on to their CEOs.
Thus, they act as a shield, keeping away any unwanted distractions or potential time-wasters that would otherwise divert your attention from your primary obligations.
So how do you get past a gatekeeper in sales?
You will find that when a gatekeeper is involved, you will first belarus mobile database need to convince them that your call is important to the business. So don’t be intimidated.
Sometimes it’s not just about getting past the gatekeeper. It’s about making a good enough first impression that they become your ally.
How do you do this and respond to gatekeeper sales objections ? By following these easy and proven strategies to make an impact:
1) Do your research
The trick to getting past the gatekeeper in sales is to research your prospect and your gatekeeper. This may seem like a lot of work, but there’s a reason behind this sales tactic:
When you present a more personalized approach to your gatekeeper, you show that you care about them as more than just a job title. This allows you to connect on a human-to-human level.
2) Show respect to the gatekeeper in sales
Treating gatekeepers with respect and politeness is very important – in fact, treating everyone this way is essential. After all, they are a fundamental part of the B2B company you are calling.