3) Use the gatekeeper screen to get further information
Some salespeople dread talking to the gatekeeper (a person whose job is to filter approaches so the decision-makers don’t get hounded by sales calls).
But they can also be very helpful in you getting in front of the right person.
Here’s an example of how it can work very well when you’re making cold calls:
Gatekeeper: “ABC Ltd, how can I help you?”
You: “Oh, hello, it’s John Smith here from XYZ Ltd. I’m trying to get hold of Bill Jones as I believe he’s responsible for your purchasing of office equipment. Am I right with that assumption?”
Gatekeeper: “Actually, no, Bill is in charge of supplies but it’s Charlie Brown who actually places the orders”
You: “Oh, thank you for that. Would Charlie be available?”
You’ve proved you’ve done your homework but found out the real person you would need to be talking to.
Nine times out of ten you would have been right before, but it helps to clarify and confirm first.
Try out these tips whenever you need to ensure you’re talking to the decision-maker and avoid wasting too much of your time working with someone who may not have the authority to give you what you need. If you’re looking for some further techniques on what and how to say it when talking to gatekeepers, then please check out our Sales Skills Training and Telesales Training.