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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

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
“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 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
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
“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
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’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 inspirational, and passionate about helping people grow their client list. He has developed an easy to apply, appointment setting technique that will change the way you meet your new customers. Quit paying for clicks, advertising on social media, and paying for postage. Most people think cold calling is dead………NOT SO. Paul brings new life to the most cost effective client acquisition tool available to everyone…… Read more
Brad Saunders
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
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

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/

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/

Marissa Pittelman

Client Relations Administrator / Sand Castle Field Services "I just wanted to send a quick email to thank you for...
Cold Call Coach
2018-12-05T10:48:56-05:00
Client Relations Administrator / Sand Castle Field Services "I just wanted to send a quick email to thank you for all the time you spent with us. I know you had to, kind of, drag us along at points, but I’m glad you did. Although I no longer sell for Sand Castle, I may find myself selling again in the future and I think everything you taught us will be useful. I can even find ways to use your tips in my current role and in my day to day life. As a side note, I just wanted to thank you for the positivity and the energy you brought to each session. It’s been a pleasure getting to know you as well. Thank you for everything!"
https://coldcallcoach.net/testimonials/marissa-pittelman/
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