getting past the gatekeeper

3 Critical Things You Need To Know About Today’s Gatekeeper

If you still view gatekeepers as annoying, low-level, annoying pawns whose mission in life is to do nothing but waste your time, cost you money and make your life miserable, then I have news for you. The fact is that today’s modern gatekeeper (GK) is an educated, highly trained, sophisticated and sales savvy professional, who often has power and authority….

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To Get Past More Gatekeepers, Just Get In The Gate

The Gatekeeper; that secretary, receptionist or otherwise, frontline person whose job, it seems, is to make your life as a professional sales person, miserable. Yes, a good gatekeeper (GK) can indeed cause havoc and prevent you from getting to the decision maker (DM). Of course, there are ways to get past these “guardians of the gold,” and you can find…

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5 Steps In Dealing With A Buyer With No Authority

Business lady offering a handshake

I’ve met many of these in my time; people who give you the impression they can make decisions, go through all the details with you, then frustrate you with the fact they have to get approval from someone else or a committee. Couldn’t you just scream sometimes! Most of the time, these are people who are information gatherers, where the…

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You Have A Referral, How Do You Get Through The Gatekeeper?

Person making a phonecall

I received an interesting question from a lady named Stephanie, who asks, “If I get a referral from someone, how do I explain that to the gatekeeper without sounding too long?” Referrals are always the best way to get your name known in a company, because you have a specific reason for calling and it is not a dreaded cold-call….

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