Getting Past The Gatekeeper In Sales On The Phone
Sales is not an easy profession. It requires people to have excellent communication skills, a good understanding of the product or service they are selling, and the ability to persuade potential customers. One of the biggest challenges salespeople face is getting past the gatekeeper on the phone. The gatekeeper is the person who answers the phone and decides whether to connect the salesperson to the decision-maker. In this article, we will discuss some tips and tricks that can help you get past the gatekeeper and close more deals on the phone.
Understand The Gatekeeper's Role
The first step to getting past the gatekeeper is to understand their role. The gatekeeper's job is to screen calls and protect the decision-maker's time. They are trained to identify sales calls and prevent them from reaching the decision-maker. Therefore, it is essential to treat the gatekeeper with respect and professionalism. Remember that they are not the enemy, but rather an obstacle that you need to overcome to reach your goal.
Do Your Research
Before making a sales call, it is important to do your research. Find out as much as you can about the company, the decision-maker, and the gatekeeper. Look for common interests or connections that you can use to build rapport. The more you know about the company and the person you are calling, the more likely you are to get past the gatekeeper.
Be Prepared
Once you have done your research, it is time to prepare for the call. Write down a script or outline of what you want to say. Practice your pitch until it flows naturally. Prepare answers to common objections or questions that the gatekeeper may ask. The more prepared you are, the more confident you will be on the call.
Build Rapport
When you call, the gatekeeper will likely ask you some questions to determine if you are a legitimate caller. Use this opportunity to build rapport with them. Ask them how their day is going, and show a genuine interest in their job. Make them feel important and valued. If you can build rapport with the gatekeeper, they will be more likely to put you through to the decision-maker.
Use Referrals
One of the most effective ways to get past the gatekeeper is to use referrals. If you have a mutual connection with the decision-maker or someone within the company, mention their name to the gatekeeper. This will help establish credibility and increase your chances of getting through to the decision-maker. Referrals can be a powerful tool in sales, so make sure you use them whenever possible.
Be Persistent
Finally, be persistent. If you are unable to get through to the decision-maker on the first try, don't give up. Keep calling back at different times of the day or on different days of the week. The more persistent you are, the more likely you are to get through to the decision-maker. However, be careful not to become a nuisance or come across as pushy. It is important to strike a balance between persistence and professionalism.
Conclusion
Getting past the gatekeeper in sales on the phone can be a challenge, but with the right approach, it is possible. Remember to treat the gatekeeper with respect, do your research, be prepared, build rapport, use referrals, and be persistent. These tips and tricks will help you overcome the obstacles and close more deals on the phone.