Cold Call Coach

ADVICE. DIRECTION. SUCCESS.

  • Book
  • About Us
  • Services
    • Group Coaching
    • Individualized Coaching
    • Workshops
    • Keynote Speaking
  • Blog
  • Our Success
    • Testimonials
    • Success Stories
  • Videos
  • Training System
  • Contact Us
  • Cold Call University
    • Course 101: Introduction
    • Cold Call University: Courses 101 to 401 – All Courses!
    • Printable Brochure
  •  

The “Don’ts” of Grappling with the Gatekeeper

By Scale Squad

Traditional sales training instructs that the gatekeeper is a person to be overcome by any means necessary. After all, they’re just an obstacle to your reaching the head honcho! Get them out of the way! Well, no. You can’t outsmart the gatekeeper. They deal with salespeople all the time. They’ve been instructed on handling uninvited sales calls. Like it or not, they’re smarter than any salesperson.

Sales isn’t easy. Being good at sales is even harder.

The challenge only grows when salespeople put false obstacles in their way.

Some are self-made. Others are put into their heads by so-called “sales experts.” Still others come from trite “you have to read this” sales training literature.

The concept of “The Gatekeeper” is true for all three. A gatekeeper is, of course, someone who stands between you and a decisionmaker you’re trying to contact. In some organizations, layers of gatekeepers might stand between you and your goal.

Traditional sales training instructs that the gatekeeper is a person to be overcome by any means necessary. After all, they’re just an obstacle to your reaching the head honcho! Get them out of the way!

Well, no. You can’t outsmart the gatekeeper. They deal with salespeople all the time. They’ve been instructed on handling uninvited sales calls. Like it or not, they’re smarter than any salesperson.

So, what now?

In my last article, I put forth a decidedly Don Quixote-ish, flipping-off-conventional-wisdom idea: Don’t try to get past the gatekeeper.

First, you’ll waste all sorts of time and energy in the (probably unsuccessful) effort. Second, taking the gatekeeper head-on – and engaging them – will reap far greater rewards.

“Sure,” you’re likely saying. “Easier said than done.”

No, not if you’re willing to adjust your approach. Here’s where you take all those sales training manuals, books and videos … and chuck them out the window.

Let’s tackle the “don’ts” first. One very simple reason explains why most people fail at cold calling: they sound like salespeople.

The giveaways are too numerous to count. Gatekeepers spot them a mile away. Think you’re getting through? Next call, please.

To start, don’t go fishing. Yes, fishing.

“Fishing” is asking lots of questions. It’s not even a red flag to gatekeepers. It’s a bright scarlet flashing light that warns “Dump the call! Dump the call!”

Don’t ask the gatekeeper’s name. Don’t ask what they do. Don’t ask “qualifying” questions.

You know who does this? Salespeople. Fishing = salesperson. The equation couldn’t be easier.

Next, don’t be evasive. What do you have to hide? Answer their questions. It’s how you answer that makes you different … and can open doors.

Finally – and I shouldn’t even have to mention this, but unfortunately it’s still necessary for some salespeople – don’t be flippant or dismissive of the gatekeeper. This is a real person. They have feelings and emotions, just like you.

Be nice. Be respectful. Be patient. Your mother’s old saying – “You catch more flies with honey than vinegar” – is supremely accurate.

If you’re still a jerk who somehow considers the gatekeeper beneath you, consider this: He/she is someone the decision maker knows and trusts. Their opinion carries weight with the person you’re desperately trying to reach.

Hack off the gatekeeper, and the challenging process of cold calling just got even harder.

The gatekeeper can be your ally – even an advocate. My next article will cover the “do’s” of making this happen.

No one said this would be easy. But if you’re anything like the salespeople I work with, you’re not going to let a challenge impede your motivation … or your success.

 

Filed Under: Anouncement, News

Testimonials

“Incredible! Fantastic!! Cutting Edge Material!!!”  

Peter H.W. Melms, Preplanning Specialist,
Washburn-McReavy Funeral Chapels
Here is his LinkedIn URL: https://www.linkedin.com/in/peter-melms-692aa91b
Peter H.W. Melms
Attending one of Paul’s seminars was one of the most beneficial experiences I have had within my educational and professional career. You will regret not signing up!
Joe Pillizzi
Paul’s training was insightful and well worth the time. Paul is a great presenter and keeps you engaged. I left with information that has helped make cold calling more successful for me.”
Lisa Pecora
Paul is a well­spoken, direct, and impressive individual ­ His seminar and unique approach to cold calling will give you a different perspective that you can apply to your strategy immediately. I would recommend Paul’s seminar to any sales person out there, it will be worth your time!
Mark Petersen
“Normally I’m skeptical when it comes to online “self-improvement” advertisements. However, after doing some research I felt Paul presented himself in a manner that I trust. His work is praised by many and I’m attracted to genuine people. The cost of his psychology of cold calling course is well worth the investment…it’s a no-brainer!”  

Adam Berndt, Sales Manager, Fine Tune
Here is Adam’s LinkedIn URL: https://www.linkedin.com/in/adam-berndt-open-networker-7b67b547… Read more
Adam Berndt
Paul’s approach is as innovative as it is effective. Based on what I heard from him and the reactions I received from the individuals I invited, I have no doubt that people who hire him will get FAR MORE than their money’s worth.
Timothy Stewart
Paul has such a unique yet simple approach that will forever change the way you prospect. I would absolutely recommend attending one of his seminars!
Daniel Mayer
No matter the industry Paul M. Neuberger seminars will give you confidence that cold calling is not a thing of the past and that there is SUCCESS and GROWTH in cold calling once you have the tools to do it efficient and effective. I am a believer now that cold calling is not a thing of the past.
Judy Huebner
If you get a chance to train with Paul I say run don’t walk to the session. It is invaluable and will change the way you cold call. 
Kevin DavenportSenior Vice President of Powerteam
Paul gives great tips and techniques to conduct a successful cold call. He also re­adjusts your perception on cold calling through personal stories and examples helping you get excited to get going with what you learn. Highly recommend.
Lucas Robak

TESTIMONIALS

Steven J. Wheeler

Director of Business Development / Remodelers Advantage, Inc. "I was at your session on Friday at the NARI National meeting...
Cold Call Coach
2019-05-01T13:58:19-05:00
Director of Business Development / Remodelers Advantage, Inc. "I was at your session on Friday at the NARI National meeting in San Diego. I really enjoyed your presentation, and most of all the delivery. Just wanted to tell you how much I enjoyed your talk."
https://coldcallcoach.net/testimonials/steven-j-wheeler/

Tami Bergman

Insurance Consultant / Andres O;Neil & Lowe "I just want to thank you for introducing us to the new Cold...
Cold Call Coach
2018-10-04T15:16:09-05:00
Insurance Consultant / Andres O;Neil & Lowe "I just want to thank you for introducing us to the new Cold Call approach! I really feel like this is going to change the way that I view cold calling forever. Your approach has been very effective for me, and I will continue to use it. Thanks again for all your assistance!"
https://coldcallcoach.net/testimonials/tami-bergman/

Joe Bellante

Owner / Sand Castle Field Services "Outstanding webinar today! Most of our management team joined us in the conference room....
Cold Call Coach
2018-11-06T17:20:31-05:00
Owner / Sand Castle Field Services "Outstanding webinar today! Most of our management team joined us in the conference room. I could tell from their facial expressions that you were challenging them to think. Nice job!"
https://coldcallcoach.net/testimonials/joe-bellante/

Joel Johnson

Business Development / Wellsource "Hey Paul! Earnest Cold Call Coach participant Joel Johnson here. I wanted to let you know...
Cold Call Coach
2018-11-29T16:47:05-05:00
Business Development / Wellsource "Hey Paul! Earnest Cold Call Coach participant Joel Johnson here. I wanted to let you know that I have found your cold call methods quite productive. Thanks for everything!"
https://coldcallcoach.net/testimonials/joel-johnson/

Meggan Mulkey

Sales Director / Designs in Marble "Hello Paul! I had attended your presentation on Instantaneous Differentiation at the NARI Expo...
Cold Call Coach
2018-11-29T16:48:07-05:00
Sales Director / Designs in Marble "Hello Paul! I had attended your presentation on Instantaneous Differentiation at the NARI Expo at Potawatomi. It was fabulous!! Really, it was the highlight of my day."
https://coldcallcoach.net/testimonials/meggan-mulkey/
0
0
Cold Call Coach

CONTACT US

E-mail: coldcallcoachllc@gmail.com
Phone: 414.313.8338
Location: Menomonee Falls, WI

Buy The Cold Call Coach Training DVD today!

To learn more, click here, or purchase your DVD here.
© The Cold Call Coach, LLC | Privacy & Security Policy | Refund Policy | Shipping Policy