6 Tips to Pass the Corporate Gatekeepers Successfully

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6 Tips to Pass the Corporate Gatekeepers
Successfully
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Introduction

• Corporate Gatekeepers are usually at the front
  desk in the company and are responsible for the
  daily routine of the executives.
• Hence, they are very vigilant when they pass on
  any call to their bosses. 
• This is why they act difficult when talking to
  the inside sales agents.
• Consequently, most of the times, the agents hate
  talking to them and hence, try to avoid them.  
• In small companies, they exercise a huge
  influence over the boss time and priorities.
• Therefore, it is vital that you convince the
  gatekeepers and maintain a warm relationship with
  them.

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Tips to Pass Through Gatekeepers

• Presentation Agenda
• Make it personal
• Do not sell to the Gatekeeper
• Adequate preparation
• Act confident
• Request for their help
• Be genuine

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Make It Personal

• It is crucial to understand that the lower staff
  is just doing their job of screening out calls
  who they think might waste the time of their
  boss.
• Always treat them with respect and look at them
  as friends, instead of allies.
• Give special attention to relationship building
  with the buyers.
• When you strike a rapport with the purchasers
  you may win over the gatekeepers.
• Try to break the ice using affectionate
  greetings.
• Address them using their first name as this will
  make your interaction more personalized.
• Never try to enforce your decisions or opinions
  on them.

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Do Not Sell to the GateKeeper

• It is important to understand that they do not
  have any decision powers.
• At the most they can advise their bosses, but
  they cannot assure the purchase.
• Generally, the callers are under the assumption
  that in case the gatekeepers like their products,
  they can help them flow through the deal.
• As a result, they start their pitch right at the
  beginning of the call.
• However, this can have an unfavorable impact.
• This is a waste of time for both the parties.

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Adequate Preparation

• Never try to do random calling without any
  research.
• The gatekeeper will often try to put you in a
  spot in order to judge how well have you
  researched for the conversation.
• They can try to test your knowledge about the
  product by asking few technical questions.
• Hence, it is essential that you are well versed
  with the product and its functionalities.
• It is also important that you know few details
  about the decision maker and his organization as
  well.
• Always choose the best telemarketing
  software that allows you to access the purchasing
  history of the individual. This will help you to
  understand their needs and preferences better and
  you can contact them with the product that you
  think will be beneficial to them.

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Act Confident

• Your voice and tone of expression are the only
  ways through which you can engage them in the
  interaction.
• It is necessary that you remain calm during the
  conversation.
• Warmly greet the person on the other side and
  bring warmth to your tone.
• Never, become rude with the subordinates.
• Be cheerful and positive when you talk to them.
• Acknowledge the pressure of the role they play.
• The more you behave well with them, the greater
  are the chances of you managing to talk with the
  decision maker.

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Request For Their Help

• It is important that you strike a good rapport
  with them and extract the important information.
  Check your facts with them.
• Ask simple, non-intrusive and open-ended
  questions so that they can effectively be engaged
  in a conversation.
• Do not presume that the gatekeeper will open up
  all by himself.
• It is also essential that you do not become too
  pushy for answers.
• Posing too many questions at once will make you
  look desperate.
• Make sure that your tone is intrusive.
• They will be more than willing to share the
  information in case they find you genuine.

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Be Genuine

• Try to gather as much information as possible
  from the gatekeepers.
• Always ensure to provide genuine details about
  yourself to them.
• If at some point of time they find out about
  your lie, it can prove to have adverse effects.
• Hence, it is important that you are always
  honest with them.

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