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Meet the Gatekeeper, Your New Friend and Advocate

By Scale Squad

Sometimes you meet a person, and hit if off right away. Other times, a relationship only develops after several interactions. The dynamics are unpredictable. Anyone in sales knows this. Patience, and frequently persistence, are virtues with no price tag. However, salespeople should never forget one of the most valid entries in the oft-trod world of clichés: You don’t get a second chance to make a first impression.

Sometimes you meet a person, and hit if off right away. Other times, a relationship only develops after several interactions.

The dynamics are unpredictable. Anyone in sales knows this. Patience, and frequently persistence, are virtues with no price tag.

However, salespeople should never forget one of the most valid entries in the oft-trod world of clichés: You don’t get a second chance to make a first impression.

Nowhere is this truer than in cold calling. Your first impression means everything. It determines whether a conversation continues, a message is returned … or your call is put through to a decisionmaker.

This last scenario, of course, involves an intermediary. Someone who intercedes. Someone who decides a next step. Someone who largely controls the fate of your call. In other words, someone with … real power.

Salespeople long ago tagged this person “The Gatekeeper.” To listen to time-tested (and often wrong) sales training, this person is equivalent to Heimdall, the mythological deity who guarded Asgard, home of the Norse gods (if you’ve seen any of the recent Thor movies, you’ll get the reference).

Serious power, indeed.

Should you be frightened? No.

In human resources vernacular, the position titles for gatekeepers are typically “front desk greeter,” “receptionist” or “administrative assistant.” These benign titles, though, discount their substantial savvy, and ability to sniff out salespeople in short order

My first article in this series exploded the dusty notion that, for salespeople, a gatekeeper is someone to be ignored, pushed aside or gotten around. Wrong. They should be engaged, and even made an advocate who can help you.

My second article examined how NOT to do this. For example: Asking qualifying questions. Being evasive. Even being downright rude. The mistakes are too numerous to count … yet salespeople continue to make them.

Hear that sound? It’s the rubber hitting the road. Take notes, and prepare to dial. Here’s where we dive into the “hows.”

The first step? Be polite and respectful when greeting a gatekeeper. “Sir” and “ma’am” go a long way. So does a friendly, patient tone of voice.

Don’t be in a hurry. No one likes being treated like a speed bump. Make clear you have all the time in the world.

Filed Under: Anouncement, News

Testimonials

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
“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 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
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
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
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
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
“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
Paul is a great presenter and networker. His seminars explain how cold calling has worked for him and he gives you a methodology of how to reach out to sales prospects. I encourage you to attend a Paul M. Neuberger Cold Calling Seminar to learn how to become a more effective salesperson. Paul is also very well connected in the Milwaukee area and has introduced me to many people I have been able to do business with. Paul… Read more
Lisa Twitchell
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

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/

Matthew Gillard

Account Executive / McLean Hallmark Insurance Group "I used to make about 200 calls to book an appointment and very...
Cold Call Coach
2018-07-10T07:06:11-05:00
Account Executive / McLean Hallmark Insurance Group "I used to make about 200 calls to book an appointment and very few voicemails got returned. Now about 50% of my conversations become appointments and about 20% of my voicemails get returned. That's life changing - and I couldn't be happier."
https://coldcallcoach.net/testimonials/matthew-gillard/

David Cantliffe

President & Founder / BottomLine Advantage, LLC "Paul’s philosophy is a complete departure from typical cold calling training! After going...
Cold Call Coach
2018-07-20T06:57:00-05:00
President & Founder / BottomLine Advantage, LLC "Paul’s philosophy is a complete departure from typical cold calling training! After going through the training and booking several one-one sessions, Paul’s approach has radically changed my appointment setting results. With my "C"-level executive prospects, very few answer their phone. Paul’s training includes invaluable insights for effectively working with executive gate keepers to get messages returned as well as getting voice mail returned from executives that were previously unresponsive. If you read the testimonials listed on Paul’s web site, you’ll see the reoccurring theme of "life changing". I wholeheartedly agree and recommend Paul Neuberger’s cold call training to anyone serious about improving their results. I also recommend that you engage Paul one-on-one for several sessions to experience his skill at fine-tuning a message that will resonate with your target audience."
https://coldcallcoach.net/testimonials/david-cantliffe/

Chillon Leach

Textile Artist / Self-Employed "This is just what I needed and when I needed it! Mr. Neuberger's professional and engaging...
Cold Call Coach
2018-08-02T19:52:39-05:00
Textile Artist / Self-Employed "This is just what I needed and when I needed it! Mr. Neuberger's professional and engaging delivery and his personal, caring approach to his vocation suits me and my learning style."
https://coldcallcoach.net/testimonials/chillon-leach/

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/
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