3 Ways to Deal with a Gatekeeper in Sales
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- Опубліковано 11 чер 2024
- Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting": salesinsightslab.com/training/
KEY MOMENTS
0:38 1. Always go around the gatekeeper.
2:46 2. Be firm.
4:14 3. Be vague when asked questions.
Be sure to register for my free training on, "The Formula to Closing More Deals without Price Pushback, 'Think-It-Overs' or Ghosting" salesinsightslab.com/training/
My biggest sale I have ever gotten with a nationwide company all started with me becoming friends with the security guard who was the gate keeper when I went by to cold call. This company has over 16,000 employees and to this day I am still getting new locations from them when their contracts with their last vendor is up. Some people neglect the gatekeeper or are rude to them and that is the biggest mistake you can make. In their eyes they are more important than the Decision maker a lot of times and you have to make them feel that way even though it is not true. Confidence is key and if you come off like you know what you are doing then your chances to speak with that DM is higher. I had to speak with literally about 30 people in the company before I found the decision maker (which is very uncommon for 90% of companies I speak with) because the information wasn't readily available online or on linkedin and I had to think of the different possible positions that would make the decision at multiple locations before I finally was able to get to the decision maker. The security guard used his system to give me all the names and positions of the people I needed. Always be nice to people because you never know who might help you make your dream sale.
As a former gatekeeper i can tell you this video is terrifying lol. The raw power. The gateekeeper is going to be in giant trouble if they let you through
Marc, I have had a lot of success with calling into the C suite by using a variation of this. I would call and just say "John please" or "can you connect me to John" or "John Smith please"... then if they ask who I am I just say "its Matt". Then they say what's it regarding... I say "its regarding a finance issue" (this is where I would ooze confidence and firmness)... also, this is not a fib. I was selling financial service at time and had an issue I needed to discuss with him. I would be put right though to the CFO. I found using the line "it's a... issue" really adds to my credibility to the Monster at the gate, plus it sound urgent. I would even have Gate Keepers hunting them down for me. I do this with appropriate respect and firmness of course. Now I'm consulting but I have found this always has success. Our prospects always have issues we can leverage even before we talk to them for the first time. Would it be crazy of me to ask for your feedback?
I can't wait to try this out on Monday, sounds like it'll be effective
hey so all week I've been getting past the gatekeeper EVERY TIME. Using your "regarding a finance issue" line. I almost forgot what I was suppose to be selling when I got through for the first time. Cheers Matt
Sounds great! Eager to try it out today
Would this work as an email/message format as well?
Sounds great, Will give it a try
I am a gate keeper watching this ... I am going to share this with other gatekeepers ..
GK: Where are you calling from?
Me: Boston...
😂
Hey Marc, love the videos! Your sales tips have been very useful in getting our own startup up and running. Keep them coming!
Just show confidence in your tonality you would be amazed how quickly you get appointments
The gatekeeper is there to do a job and knows how the decision maker thinks, your objective is treat the gatekeeper as the first decision maker, therefore your goal is to elevate the gatekeeper to your key ally in on the way to the ultimate decision maker. The decision maker trusts the gatekeeper, so should you
I got stiffarmed by a GK who actually told me, "I'm the gatekeeper!" We both looked each other squarely in the eye and then I broke into a grin. "Yes, you are," I said, "and a very good one. It looks like all I can do now is leave you with my business card and trust that you'll give it to the boss. Can I count on you to do that?" Gives the GK a slightly elevated sense of empowerment while letting GK know that I know how the game is played, too. Nothing to lose at that point and everything to gain.
@@JeffWoitonNTP just pass her over.
fuck the gatekeeper they are mostly stupid peeople with a low level of understandin used to a routine job...
@@JeffWoitonNTP Did you get the sale?
Thanks Marc. I really appreciate your help.
Great tips, thanks. I like how you share the mind of the gate keeper
This is mind-blowing. Thank you.
Mark I love your videos thank you very much for all you do!
Point 1 is the one to work with!!
Also very applicable for when looking for a new job, the gatekeeper to get around is the HR manager or Recruitment Consultant.
Not a clickbait. The video is right on point!🎯
Oh my god. This is so good. great time strategy!!!
Early in the morning, works great.
They got one job. It’s their whole world. Must assert their significance
Wow...this tip is so awsome and did work for me
I don’t agree with your first rule of avoiding the gate keeper, at least from my experience the buyer or decision maker is there after the gate keeper gets there or is often gone before the gate keeper leaves. Very seldom are these in power there before the receptionist etc. Hard to actually avoid them
Any high powered CEO will instruct his gatekeeper to get name and company and if anything is sketchy, you are done. Period. End of story
Tommy Nickels I believe so too. @MarcWayshak can you please address this a bit?
I think the type of business determines whether or not the decision-maker has longer hours than the gatekeeper. I believe if you’re trying to reach The owner of the company, or a working partner you’ll see how many put in the extra hours compared to a gatekeeper. But many times in those cases, after hours the phone gets forwarded to a service or voicemail. It’s hit and miss…
Best not to lie or it will effect your self esteem. Just keep trying, at some popint the gate keeper will be less obstructive and put you through or there will be a different and less effective gate keeper.
Great point, Clive! ALWAYS-ALWAYS-ALWAYS have integrity in everything you do!
Its always great to hear you dear. I m doing the same things from last 8 years and i am amazed that i was on right track
Varun Sharma Ji which product do you sale ?
@@deepakthestunner Bharat ji . I am selling patent search product and services
Varun Sharma Ji so do you go for door to door sale or how do you sale your product?
Kindly reply if possible
@@deepakthestunner yes door to door
Linked In is a great way to outflank the gatekeeper
@Jonathon Janosik you directly message the people you are trying to contact
Casimir kukielka pls explain with all useful details
Do this daily
It fucking worked. Sent me right through to the president of the company. Unreal! 1st time I used it.
Not sure why, but UA-cam started throwing me a bunch of videos about getting past the gatekeeper.
I am the gatekeeper. lol.
I'll grant you the first one. Should work for most. (though not me, I work wonky hours)
The second point won't phase me.
The third gets you a rapid transfer to the correct extension. That is Mr. Tone. Dial Tone.
Vagueness doesn't fly around here. Direct, honest, and to the point are what it takes. So far in 5 years only 2 cold callers have gotten through to my boss when I'm on shift. Both only got to him because they were direct, with no wasted time; and honest about why they were calling and what they could do for us. One even went on to become our new Shortel/Mitel service provider.
Shared on gatekeeper tips - the tricks sales people will use on you.
Hi. I am starting work as a recruiter at a headhunting company. I am looking for tips on how to cold call to gather info about companies to identify prospects to fill positions our clients need. In this situation, I have been to told is essential that the targets of our calls don't know they are receiving calls from recruiters. For example, we want to know the name and number of IT managers in the company, and ideally their experience and reputation. Any advice would be welcome.
Would it work to tell them you can't release this information?
Amazing content Guys. +1 subscriber 💯🤘😃
I started working for MCA Im opener I need some advice!
Dear Marc, great stuff! Thanks a lot for what you doing and keep it up! As I admire you as a great sales trainer I wanted to know your thoughts on Grant Cardone's approach to sales which is pushy and aggressive. What do you think? Thank you!
Fabulous Life the thing is with aggressive sales tactics, if you book an appointment with a prospect using a forceful approach; they may reconsider or cancel due to they were forced not influenced. I think in the uk the mentality is different. High pressure may work well in the US.
What if they ask what company are you calling from?
Nice
Hi Marc, today I came across my first ever gatekeeper and first day on the job too. I work business to business sales canvassing in person selling photocopiers so not tele sales. Should I use this same approach on face to face ? I found it odd how I came home and this was the video uploaded. It was meant for me as she wasn't the first gatekeeper I encountered and so this video gave me hope and great advice. I also bought your book. Keep it coming. Stephen from Ireland.
what if, after talking to you, gatekeeper calls the office and asks about your appointment? Then, you're done, right?
Great video. On your note of being firm and authoritative, if you firmly state ONLY your first name, the business your calling from followed by "corporate office" I've been pushed through more times than not. Again, great video.
? You mean like, "This is Chris with Spamco corporate office?" Is that the phrasing you're using? Or do you say, "The" before 'Spamco corporate office?" "This is Chris with the Spamco corporate office?"
@@jeffbridges5312 Best without the ''the'', remember downward intonation shows authority, like the target is expecting you to call. ? sounds hesitant and weak. They will bin you
The accuracy.
There was a HElla Dope Xkwmd.
WebMD. Ks
I sucked in sales ,but getting past the gate keeper was a sinch ...you can spin or duck lol
Interesting logic... Vague and discreet
Being nice definitely does not work with them just give them more power
All i'm learning is how to lie....haha
And again and again. Unbelievable!!!
It hasn't failed to work 1 time. I'm blown away.
thanks for that, sometimes im rude and bold with gate keepers but I will work on it.
Make them friend and give them somethings like snack,cigar or drinks,news paper
Weak no ebook, and after giving the email there's only a pitch for a sales program.
Glen Bentley You sound surprised Glen. That's the reason I didn't bother leaving my email because I could smell the upsell coming a mile off.
I got the ebook. While it did cover many of the important points in his current videos, I thought it was pretty good. It was worth my email and time IMO.
Amazing can't wait to use these during calls. Though until now I was using my own approach which something goes like this.
Gatekeeper :- Look "gatekeeper" I'm pretty good at my job considering I'm the founder.And I'm absolutely sure that you are too. So I was just wondering what if you connect me with the person I'm trying to speak with and they do find me worth their time. What kind of impressions do you think they'll have for you in their minds that you are the best at your jobs or that you don't know what you're doing ? Huh.
So I'll ask again may I speak with "prospect" .
That there got me through most gatekeepers when I was making calls. Or when I'm still making calls.
It doesn’t work like that in my industry. Edit: be firm, confident, authoritative is definitely a good hint
I have lied to the gatekeeper and told im calling from an associate company, then told Directors that we are now your new supplier then pitched product. Doesn't always work but has on some occasions
Shady
I am selling industrial supplies. I ask them a question they can't answer. They have to throw me to an engineer or maintenance supervisor.
Chris Breidenbaugh Ji what r those questions you ask to gate keeper
Kindly tell me d questions u ask to d GK a monster
R u there mr. Chris?
@@deepakthestunner Questions I might ask? I am selling consumable welding supplies, specifically related resistance (spot) welding. I ask "Can you tell me if your are doing any resistance welding there, and who might be the correct person to speak to?" Very seldom will a receptionist know what resistance welding is. If I say "spot" welding, then yes, they do know what that is.
Very smart. I needed this. Thanks!!
That's a myth but al you have yo do Is they like loyalty and respect. Tell them ad if you know the prospect for long years. And they should not be concerned. But calling those early and late hours youare miss out chances to get sales. Not bad tho. 3 out of 10
The way I handle it I say something like "It's Mike Jones, could I speak to Mr. Decisionmaker please. (find out the name of the decision-maker by researching the internet). More likely than not they will direct you to that person. "May I ask the nature of this call?" Ignore the question and ask in a firm voice to speak to the decision-maker again. Again in most cases they will let you through
Hi Marc, your so darn cute, now to the point. I currently sell pre-arranged funerals and cremations, " open to new opportunities, hint hint." It seems a majority of clients are long talkers, keep me there much to long, and causes me to forget important information that I need to attain. Especially the elderly, so how do I get and keep them on track in order to take care of business? Keeping a good repoire' , while gaining trust and their business? Thank you, I look forward to your feedback, Glenna
Hi Glenna, I do almost the exact same thing.
I think it helps to have your pitch or sell written down in stages, this is what I do and it helps me to keep structure to where I am in the call. That’s what helps me.
Hey Glenna, it sounds like people are just DYING to do business with you. lol
4:04
I'm not very good at tricking people into buying. There's so much psychology involved in making somebody think they need what I'm selling. These are great tricks to force myself on somebody. But it's so much easier for me to work in a store front and wait for a customer to actually visit me, looking for my product. They are so much more friendlier when I help them find what they have come to look for. Most of the time I don't even have to help; they just select the product they want or need, then buy it. Way better to have people already shopping for an item or product that they want or need.
I hate being told to f***k off because I have disturbed them while they are working, or busy with a client.
Yes, but I understand why they are pissed off. A business coming into your home, uninvited, to sell you something you're not shopping for, or interested is kind o' rude. Multiply that by others bombarding your phone, and you're pretty much being harassed by salesmen on a constant basis.
In a lot of places it is becoming restricted or illegal now. It would probably be different if a salesman knew the interest of the people he calls, so that he knows if there is even a product link to the person he is trying to sell to. But most of the time he is surfing the phone lines on a chance basis that not only can he sell his product to a probable customer, but he is bothering many uninterested people, trying to find that person.
Here's what a sales person wrote in a comment below:
"I have lied to the gatekeeper and told im calling from an associate company, then told Directors that we are now your new supplier then pitched product. Doesn't always work but has on some occasions". (like I said, "tricks")
Either you'll get a lot of practice at being fobbed off, or you'll try another strategy.
Hey Marc,
I'm a Sales Engineer, live in Indonesia so we are supposed to call the purchasing staff to make sales.
This is my intro:
Me : "Morning, can you please forward my call to the purchase staff"
This intro bring me 50% of success my call is being forwared
GK : "where you from"
Me : From XXX (name of my company)
until here is 70% of success
GK : The nature of the call?
Me : I want to know the material of your machine manufacturing..
GK : Hold the line...
90% of success
Aktsar Abdikar sir what do you sale? Coz m also sales engineer
Ive worked on both sides, now in sales and previously being a gatekeeper, none of these would of worked on me. It comes across as sly, not important. Just my opinion.
So what would you suggest? what would work?
ua-cam.com/video/TnhswaxfUdI/v-deo.html
Here you go man=)
So instead maybe list what would work?
These won’t work on all GKs but if it increases your conversion, it’s worth it.
See, I try going vague with the answers but it kind of just pisses them off. I mean sometimes they buy it because they don't want to be mean and restate their question but I think overall it makes me seem suspicious when I won't give straight answers. Not to mention they don't ever ask me where I'm calling from the ask me who I'm with.
So instead, sometimes, depending on the interaction, when they ask me who I'm calling with, I'll just explain to them who I'm with and what I do. Try to sound friendly and get them to think oh yeah maybe I should get him in touch. sometimes though, they try to start making decisions for the owner, which doesn't make sense.
Look at 29 gatekeepers disliking 😂😂
This man would close my business down, stick to your night job, Stripping
wow wow wow X1000000000
Anshuman Arora ji kindly teach me door to door industrial sale..I provide industrial air compressor..thnx🙏
@@deepakthestunner so basically you are a sales engineer you sell air compressor units to medium and small scale industries and you have ass hole manager (who dosent know any thing about sales, just know shouting on his team) who is asking you to do a door to door selling. thats not how it works. when i started my career as a sales engineer in delhi, india i was supposed to sell LNG generators.
let me tell you how it works.
1. chk e tenders
2.You have to sell to two people.
selling to procurement engineer. and owner/director of the company.
step 1. CREATE A FAKE DEMAND OF YOUR PRODUCT
make a fake website of any big consulting firm like L&t, Mahindra and open a fake tender of the product which your buyer sells
send them open tender saying they are looking for 1 million unit of xyz product which has particular technology ($$-explain in detail) of air compressor unit in there product. now in order to get a tender they may(design SEO which 100% mach ($$- explain in detail) on your companies website) or may not come to your website.
step 2. Sell
now give them a call saying that you were looking for air compressor unit of xyz technology on our website i would like to come and give you a small demonstration...
step 3 close a small deal in the name of sample.
Hello Marc Sir,
Can we pitch to the gatekeeper in this way -
"Hello, I am XYZ calling from ABC (Here ABC is their actual customer name...which can found from website)".
As he is aware that ABC is his real customer, he will directly pass the call to the decision maker.
Then after the call is transferred to decision maker, we can pitch it like this "Hello this is XYZ calling from PQR (PQR is the real company name who has employed XYZ for sales) & i want to talk about so & so products".
I agree that doing this stuff is unethical, but a sure shot way to go through the gatekeeper.
Thanks
Sorry, not buying it,,,,especially #3 (Be Vague When Asked Questions). A clever answer may get a chuckle, but any gatekeeper worth their salt will simply clarify and restate the question. "And where are you calling from?" "Boston" "Oh, that's lovely. What company are you with there?" Annnnnd...you're done. As for #2 (Be Firm), again, simple clarification usually blows this "tip" right out of the water. "Mary, this is John calling for Steve" "Hello John. Who are you with and what is this concerning?" Again, you're done.