Getting Past the Gatekeeper
« Previous EntriesCold Calling: How do I get Past the Gatekeeper?
Monday, October 6th, 2008QUESTION OF THE WEEK
“How do I get past the executive assistant?”
ANSWER
Thanks for your question, David.
Talk with a few gatekeepers and executives - you will find both will tell you “don’t get past the gatekeeper.”
The executive will look you straight in the eye and in no uncertain terms let you know that if you don’t pass [...]
Cold Calling: Why Are Gatekeepers Suspicious of Me?
Thursday, July 31st, 20081) QUESTION OF THE WEEK
“Gatekeepers are highly suspicious of me whenever I call and try to be friendly and chat them up. I’ve had instances where they tell me, ‘We don’t give out that information.’ Whenever, I ask who the risk manager or CEO or CFO of a company is. What’s up with that?”
ANSWER
This is [...]
Cold Calling: Mistakes You Must Not Make with Gatekeepers
Thursday, July 17th, 2008You will see on the right side of this blog, the second Widget (ad panel) for Top Sales Experts Share Their Top Articles!
This is our Summer 2008 publication from us to you.
Here are a few comments from sales pros around the globe who have or who are in the process of devouring this Summer’s articles [...]
Cold Calling: Maintain Staying Power with Gatekeepers!
Thursday, July 10th, 2008Ever feel as though the job of a gatekeeper is to personally kick you down to a lower level and to keep you away from high-level decision-makers? Then again, has it ever crossed you mind that that you have the power to stay at the top and that that power is hidden in the very [...]
Cold Calling: Maintain Staying Power with Gatekeepers
Thursday, June 5th, 2008Ever feel as though the job of a gatekeeper is to personally kick you down to a lower level and to keep you away from high-level decision-makers? Then again, has it ever crossed you mind that that you have the power to stay at the top and that that power is hidden in the very [...]
Cold Calling Shocker! WHO Is Your Best Ally?
Thursday, January 10th, 2008Plans are in the making for an in depth teleseminar series that address the subject of Gatekeepers from four different angles. More about that in upcoming emails. In the meantime here are the first couple of paragraphs of a recent article entitled “Cold Calling Shocker! WHO Is Your Best Ally?” … follow the link to [...]
Cold Calling Golden Keys to Exec Appointments
Friday, August 10th, 2007If you are like most sellers you have no idea how to speak the language spoken at the executive levels. Not to worry. Language is all about words. As a sales professional you have the ability to use words in an impressive way. All you need are the words to say.
Corporate decision makers have an [...]
Cold Calling The Golden Keys to Exec Appointments
Friday, August 10th, 2007If you are like most sellers you have no idea how to speak the language spoken at the executive levels. Not to worry. Language is all about words. As a sales professional you have the ability to use words in an impressive way. All you need are the words to say.
Corporate decision makers have an [...]
Cold Calling: Words Your Prospects Want to Hear
Tuesday, August 7th, 2007To cold call high-level decision-makers very well may take a shift in thinking, a rewiring so-to-speak, of your brain.
Why? Because more than 87 percent of sales professionals still hold onto and take action based on three beliefs that actually sabotage cold calls made to executive levels.
What are those beliefs?
First, the majority of sellers think they [...]
Cold Calling Tricks You Must Not Do - EVER
Friday, June 1st, 2007This one trick moved to the front of my mind as I was on the receiving end just now.
A seller called my office and got a hold of my assistant. Same seller really messed up the call and called back later … with a disguised voice.
My opinion of this kind of tactic? Don’t do it [...]