Gatekeepers – Friend or Foe?
Tim Connor
Over the years - If I have
heard one complaint from salespeople more than any other, regardless of their
industry it’s – I can’t get past the “Gatekeeper”.
We; if you want to call
yourself a sales professional and you can’t get past these people maybe you
should consider a career as a shoe salesperson!
Yes, I’m being a bit
irreverent here, but consider – you make a living trying to persuade others
that your products or services will benefit them in some way and you can’t even
sell yourself past a few minor hurdles or this single challenge. So I ask you
again – if you can’t sell these folks that you have a valuable message to share
with the appropriate decision maker and to guide you to the appropriate person
in the organization and you are stopped dead in your tracks – how do you ever
expect to sell them if you are lucky enough to get past this roadblock.
I could go on for pages
with strategies, approaches or tactics to get these people on your side and not
to have them be consistent barriers to your sales process, but let me stick to
the main point here – do you see these people as friends or foes or the enemy? This is the first and most important step in
eliminating this block to a successful sales outcome.
Let’s consider a few
basics here;
-
One of the
gatekeeper’s roles (in some cases) is to screen visitors.
-
This is one of their
minor responsibilities.
-
They are typically
good hard working people.
-
They are trained
(again in some cases) to be friendly and accommodating).
-
Your job is to get to
decision makers.
-
The process of
selling has many hurdles – this is just one of them and in some cases the first
one.
-
Selling is not about
selling stuff but the ability influence and persuade.
-
Your attitudes as a
salesperson are your biggest strength or your biggest challenge.
-
The mindset you bring to the next sales call
(whether in person or on the phone) is your single biggest asset or weakness.
So, I ask you what do you
think is the biggest issue when it comes to getting past gatekeepers?
If you said your
attitudes, expectations or beliefs you would be right. If you said anything else – well think about
it!
If you go into the next
sales call fretting or overly focused on how difficult it is to deal with these
people who seem to stand in your way I would suggest that this may be why you
continue to have this problem. If you
see them as a foe – they will fulfill your expectations. However, if you choose to see them as a
friend, advocate or guide you will be amazed at how helpful these people can be
on your behalf.
Yes, you have to have an
effective approach to deal with this obstacle and yes, you need to have the
confidence and skill to get past them, but you will never accomplish this as
long as you believe they are standing ion your way.
Over the years I have made
thousands of cold calls on company CEO’s and Presidents of small, medium and
large organizations and I can tell you that my percentage of getting past the
gatekeepers is over 90 percent.
Why?
- I respected them and
their roles and responsibilities.
- I used humor to disarm
tension.
- I believed they could
help save me time in the sales process.
- I created an open and honest dialog.
- I knew I would never get
to sell this organization unless I had the skill and confidence
to get past these people.
- I never took no for an
acceptable answer to seeing ot talking with my person of
interest.
- I took control of the
conversation early in a respectful and professional way.
- I did some homework
before making the call.
- I treated them as an
equal.
- I developed strategies and
approaches to get them in my corner.
But most of all I didn’t
see them as a roadblock, but a potential advocate and partner.
Let me wrap this up with a
simple question – How do you view these folks when making a sales call? This may be your problem.
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