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Get Past the Gatekeeper? Why?

By Cold Call Coach

Get Past the Gatekeeper? Why?

In the world of sales, one character has forever held a mythic, intimidating, larger-than-life stature.

Their mere presence strikes fear in sales reps everywhere. Epic tomes have been written about grappling with this foreboding figure. Sales trainers have given countless seminars (and made millions of dollars) offering similar advice.

Encounter him or her on the street, and you wouldn’t feel threatened in the least. Yet salespeople have forever schemed how to get around, over, under or past this person.

You know who we’re talking about: “The Gatekeeper.”

Virtually every organization (unless very small) has gatekeepers. They’re its initial point of contact for outsiders. Call or visit, and this is the first person you encounter.

Larger organizations have different layers of gatekeepers. The initial gatekeeper often passes the inquiry to another person, a gatekeeper who works for (or with) a decisionmaker or authority figure within the organization.

Gatekeepers typically have very non-threatening titles: receptionist. Secretary. Administrative assistant. Who would be scared by these?

Well, apparently most salespeople, who expend unholy amounts of energy finding ways to sidestep them.

Why? Because the gatekeeper is viewed as an obstacle. They’re a (figuratively speaking) 250-pound linebacker preventing access to a first down, i.e. a conversation with a decisionmaker who the salesperson knows is dying to buy their product or service, if only they could just speak directly with them!

How do we know the gatekeeper is a wall to be scaled, a rock to be climbed, a hurdle to be leapt? Uh, we just do. It’s what salespeople have been taught forever. Ask any sales trainer. Pick up a sales book, and you’ll find it in the first three chapters.

This belief falls in the category of “conventional wisdom.” I’ve long taken issue with conventional wisdom. Rarely is it wise. Additionally, following the crowd (or convention) often takes you off a cliff with all the other lemmings.

Call me unconventional, but here goes: Traditional sales training about gatekeepers is all wrong. It couldn’t be more misguided. Keep following its directives, and watch your sales continue to falter.

If you use cold calling, as most salespeople do at some point, you’ll deal with gatekeepers. Wonder why your carefully-prepared script doesn’t get you anywhere with them?

It’s because you’re looking at the gatekeeper all wrong. Your approach is misguided. Your tactics are laughable. Your perspective needs realignment.

Rather, you should strive to engage the gatekeeper. Create an ally. Make them want to help you. It’s not that difficult. In my upcoming posts, I’ll explain how.

No, the gatekeeper isn’t an obstacle to be pushed aside. They’re human beings, after all. Think about that cold mindset, of viewing them as an inanimate object.

Would you want to be treated this way? Ah, now you’re getting the picture.

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/
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