Roth Sales Enhancers Business Tips by Norm Roth

Getting Past That Gatekeeper

I really feel your pain and frustration. After all you hit negative comments such as:

We are not interested; Happy with present supplier/service; The person you really need to speak to is busy, out of town, unavailable, not seeing salespeople, just send an e mail...and then of course the old reliable leave your card someone will call you if interested...

Ouch...one barrier after another..

Your challenge,the decision maker has set up a Gatekeeper for insulation and time management and you are getting caught in the shuffle. The result after a few rounds you give up...

Remember that most gatekeepers are not malicious people So what can you do about this knee jerk negative.

Change your attitude: Some people call sales farming I call it hunting/fishing.. Now when the fish don't bite I just change my lure or fish elsewhere. I do not get discouraged. So when you get turned down do not quit...

Here are some tips:

1. The first step to getting past the gatekeeper and to the decision maker is viewing the gatekeeper as ab initial contact to work with. Treat that person well it will take you a long way

2. Changing your attitude and viewpoint are keys to getting more leads when dealing with initial contacts

3. Have some fun and using appropriate self depracating sense of humor can go a long way in terms of the initial contact warming up to you