How to Consistently Get Around Gatekeepers When B2B Cold Calling



and the topic today is how to consistently get around gatekeepers when phone prospecting if you've attended this what if you're attending this webinar you probably have heard something like this before when you you dial into a company the gatekeeper that answers the phone asks you the question of what is this call in regards to this is one of the most popular objections or questions that a gatekeeper will ask and what they do is they'll ask this to try to get you to answer something that signifies that you're a salesperson and if you answer it honestly and directly with an answer that either sounds like you want to schedule a meeting you want to sell something you want to see what what if they're purchasing anything in your area any answer like that will let them know it's okay to get rid of you so they love this question and it can be tricky how to answer it without getting completely shut down another objection that you may hear is we're not interested this is one that really drives me crazy and maybe you can relate because it's different hearing this from a gatekeeper versus hearing this from a prospect although neither of those different scenarios is enjoyable but it's extremely frustrating when a gatekeeper tells you this because they're not the person you're trying to sell to in most cases you haven't had a chance to really tell them what you're what you have to offer and even if you did they probably don't have the experience and knowledge to determine whether or not they are interested they're not even letting you get to the person that is qualified to be interested or or uninterested so me personally and I bet you can agree this one really can be just truly frustrating another objection you can run into is where they say send me your info and this one actually can be very popular and it can actually be let's say not very hostile it can also it can actually be delivered in a very friendly way and there's some problems with you know when they say send me your info is if you don't really realize what's going on you may have a feeling like oh oh you know they're going to actually forward my info on and I might this might be my way in and you get excited you get off the phone you you may be waste let's say I won't say waste your time but you'll spend some valuable time putting together your information maybe crafting a very beautiful email with that explains what you what you want to talk to them about and include some attachments and you send it over very proudly and the email probably will get deleted and not forwarded over to the person you're trying to reach so those are some examples of some things that gatekeepers do to block you out we'll talk about those in more detail we'll talk about some other things they do but you know this is a pretty important area for you to stop and think about either what can you do to improve how you're handling gatekeepers or what you can do to minimize and mitigate this challenge and one of the reasons why it's so important is you could spend almost 50 percent of your phone prospecting time dealing with gatekeepers yeah and I don't know how much time of your day or week you spend on the phones but and this isn't a firm number if this number could go up or down depending on the the contact info you have I mean you might have a list with a lot of direct numbers where you don't have to deal with gatekeepers maybe you're you're working off a really rough list that that does have a lot of main number so you know I think it's a very safe number to say about half your time is going to be spent dealing with gatekeepers so that's a lot if this is a big challenge for you and you don't have a game plan that could be having a significant impact on on your results the other thing to think about gatekeepers are naturally going to take the position of your opposition and and whether or not you know they're nice or they're mean or how they act to you the reality is is that you have conflicting interests a gatekeeper typically their objective is to probably keep you out I mean they do have a goal of maybe trying to figure out where you're trying to go and point you in the right direction but if they identify your sales person trying to sell something their goal is to keep you out and your goal is to get in so that naturally kind of puts you at other sides of the table so think about that well about 50% of your phone prospecting time is going to be dealing with an adversary that is doing everything they can to keep you from going where you're going so that's not real good the bad news is you can spend 50 percent of your time dealing with an enemy the good news is is that there are some small things you can do to improve what let's call your gatekeeper relations and we're going to go through those today and if you've attended any of our other webinars you know that we're going to give you clear and exact things to do this isn't going to be a theoretical fluffy you know put on your Nikes and go do it will tell you exactly how to deal with gatekeepers let's start out by talking about there that the fact that there's actually different types of gatekeepers that you encounter in that 50 percent of phone prospecting time the first type is front desk receptionist let's kind of visualize these different types of gatekeepers and the reason why this is important is because it can help you when you're talking to a gatekeeper and you're you're trying to figure out how to deal with them it can be good to figure out what type of gatekeeper this is that may impact what you do and how you approach it so let's try to stop and think about and visualize what a front desk receptionist is doing and what their day is like and the reality is is that this person lives and works in a very high level of chaotic environment so think about what they're doing they you know they're sitting at a desk probably in a lobby of an office and they're dealing with people visitors walking in and out employees also walking in and out and sometimes needing stuff people delivering packages that they have to sign for and all this chaos is going on and then the phone is ringing that they have to answer and that's your call coming in so you need to kind of realize that these are those people that they put you on hold in the middle of your sentence and whatnot regarding the lot the knowledge that they have in their head this is an important thing to start thinking about with gatekeepers is that a lot of gatekeepers have very valuable knowledge so you want to try to access that knowledge when you can front desk receptionist will have a medium level of knowledge about the organization a lot of times they'll know who does what in terms of titles and and and what not so if you want to try to figure out who you need to speak with maybe in a case where you only have a title they're a decent resource to to get pointed in the right direction these individuals will typically have a very high-level focus on trying to screen you out though you got to anticipate a decent level of defense and blocking from these people these are the type of individuals where they're instructed to keep you out and if you get let in they actually can look bad so going back to the conflicting interests you know if you can't ever get into companies you look bad as a salesperson if they let everybody in they look bad as a gatekeeper receptionist so they're going to really do a pretty high job and high effort of screening you out and that's the front desk receptionist the the next type of gatekeeper is are the are the switchboard operators and these are type these are individuals that are in a little less of a chaotic environment if you want to try to visualize what these individuals look like they typically are only in a room answering the phone and it's like it may be a call center type environment so these are people who are just directing calls and answering calls and they aren't dealing with people walking in front of them checking in and whatnot so it's a little less chaotic these are typically people that you will encounter at larger organizations now these individuals typically have a very limited knowledge of the organization structure their knowledge is pretty much aligned with what is accessed in their company directory that they can access through their computer that's pretty much most of the information that they have access to and that's not to say that they'll share that openly but a lot of times they will because you got remember their job is less about keeping you out and running the operation of you know front desk and more about just sort of routing calls so they actually have sort of a less emphasis on screening and you'll notice this when you talk to these individuals and sometimes you know if you get the right one are you calling in to the right company you could get them to sort of dig around in their company a directory database employee database and give you context and and sometimes be pretty pretty liberal with how they they handle that the next type of gatekeepers are executive assistants these are people that aren't at the front desk sometimes they'll go fill in for receptionist at the front desk when the receptionist goes to lunch but these are typically people that work back in the in the in law in the office space I'm sitting in a cube and they are an assistant to maybe an executive they might be an assistant to a couple executives they might be an assist executive assistant to a whole department so there they assistant to the the CIO and the IT director personally but they are also sort of an admin for the IT department this is a little bit less chaotic of a front desk I mean it's a bit more of a professional type environment but it's chaotic at a medium level there's a lot of requests coming in but it's not this isn't the type of person that's going to put you on hold in the middle of your sentence when you're talking to them now the important thing to know about executive assistants these are individuals that usually have a really high level of knowledge not just about who does what and organizational details they might actually know a lot about how the organization is run in terms of processes and systems initiatives and challenges it's not odd for executive assistants to sit in on meetings that for executives or departmental meetings and to take notes or to manage action items or whatnot these individuals also might have a level of influence you know when the organization's trying to make a decision and they're getting feedback from everybody they might also ask an executive assistant on what they think based on the meetings that they've attended now from a screening standpoint they of course don't want to send you on they don't like if you're calling an executive and you get the executive assistant they also don't want to look bad by sending frivolous calls into the into the executive so I mentioned there's a medium focus on screening but what I would say with executive assistants there are almost a little more thorough in their screening whereas the front desk receptionist might just try to block everybody out that's a salesperson and an executive assistant might hear you out they might make more of an educated decision as to who they let in so you can use that to your advantage if your pitch is really tight and you communicate effectively the how you help and the value you offer which is a lot of the things that we at sell script or help with you know you can often you when the gate the executive assistant does their effort is screening you can all often build that relationship build rapport communicate effectively and get through tree executive assistants as a great resource try to get information from them sometimes it's not a bad place if you're calling an executive and you're getting their voicemail they're not replying your emails it's not a bad strategy to set to call in and say I'm trying to reach the executive assistant for mrs. blank and maybe meaning the executive and try to actually call the executive assistant you can try to build that relationship and gain some of that knowledge maybe ask for advice on how to work with the executive that they support the last type of gatekeeper is a one that's very frustrating and becoming more and more common and it is the automated phone tree auto auto attendant and these are the the systems that you call into and they're getting more advanced to me now sometimes they they work really well with verbal text but they're the ones that say hey you know who are you trying to reach and tell us the extension what department the bad thing about automated phone trees is depending on how cumbersome they are it can be very time-consuming for you to go between the time the phone that the system answers your call and by time you get you go through the the process to get routed to the person you're trying to reach that can sometimes be a lengthy process in terms of time and if you've done any phone prospecting you know that you reach voice you can reach voicemail a lot for a prospect so if it takes you a long time to get through that process in order to get someone's voicemail and you're going through that a time and time again sometimes if you have a large number of accounts and contacts to call I'll scratch a prospect off the phone off my list if I have to spend a lot of time dealing with an auto attendant so but some things that you can do I mean you probably want to just try to get to a human body as soon as you can so you're trying to either get to an extension or you know pressing zero or one or you're just trying to get to a live body is the best thing to do with those once we identify those different types of gatekeepers let's try to dig deeper to understanding the gatekeeper in a quote that I I love is from a book that I've read the seven Habits of Highly Effective People one of the habits is seek first to understand in order to be understood so if you are not familiar with that I'd encourage you to look up that concept basis for that saying is if you're trying to argue with someone or trying to negotiate or trying to if you're if you're trying to get someone to understand what you're trying to say first stop to understand what where they are what they're trying to say so it's understand someone else in order to get them to understand you and so if you're trying to get through a gatekeeper get around a gatekeeper well a great place to start is to try to understand them and and so there's another quote here that I – to not judge someone until you've walked in their shoes this exact quote is walk a mile in another person's moccasins so in an old eighty Indian quote so let's understand the gatekeeper and the fact is is that today you know the life for most of those gatekeepers I mentioned it hectic a lot of calls coming in a lot of requests a lot of those calls are salespeople so not only are you calling in you got to keep in mind that there's a lot of other salespeople direct competitors of yours and salespeople that sell something completely different calling in and trying to deal with with the the gatekeeper so you got to remember that you're not the only one calling and trying to get through to the person that you're trying to reach the other thing to keep in mind is that being a gatekeeper it might not be the most completely satisfying job maybe it is to some people and and executive assistants actually they can be extremely well-paid and very sophisticated jobs don't let me decrease that but there's probably not a lot of people that when they're a young child they say I want to be a front desk receptionist when I grow up so maybe so you know let's not completely rule that out but when you're trying to understand what's going on in their head you know think about it that they might not be sitting even knowing you love selling and you love your job let's say they might not love what they're doing so just just keep that in mind and then also keep in mind that they're meant one of their main objectives is to keep you out they've been told if you if a salesperson calls don't let them through I don't care what they sell and and you got it you have to think that that's what they've been told let's say you sell ink cartridges and that company uses ink cartridges and that company and purchases ink cartridges from time time that company is unhappy with the current vendor they still don't want any car ink cartridge salesperson to get through and to talk to them you got to assume they're at the mindset of I want the gatekeeper to keep ink cartridge salespeople out and when I want to change ink cartridge vendors I'm going to call them just something to keep in mind it might be a little depressing to think that but we will give you tactics to get around that so that you can connect and communicate what you have to offer to the person so let's talk about some of those tactics and bear in mind the I'm going to talk to you about some a clear and practical things that you can do I mean you can start doing these tomorrow they're not really complicated but I do want you to keep in mind that these are not necessarily homerun tactics they're not going to work in every scenario one tactic by itself isn't going to just make it all makes have it all makes sense for you what these tactics do is they give you a playbook they give you they give you a methodology that you can use and if you're doing a large number of prospecting calls over a large sample or a large effort you're going to improve your overall results what you're going to do is you're going to decrease the gatekeepers immediately blocking you out you're going to keep the stay on the phone longer with gatekeepers and you're going to increase the number of gatekeepers that you're able to defuse and get around not in every case but you are going to do the achieve those improvements if you use some of these tactics so the first one is to enlist their help this is basically if you have your natural role of gatekeepers in their stance of blocking you out you're in your sand stance as salesperson trying to get in let's sort of try to shift that a bit and try to change our stance as someone that needs help and trend by doing that hopefully we get them to alter their stance of blocking us out and maybe in some cases get them to be a little bit more helpful and so it starts with presenting yourself as you know by saying stuff like hey you don't May I'm kind of lost here maybe you can help point me in the right direction I'm trying to reach the IT director and I don't have the name the name I have here is old from a few years ago and I know you guys have changed can you point them in the right direction that's more of a asking for their help enlisting their help a softer approach than saying yes I'm trying to reach the IT director you know which the second version they're just sounds more firm more salesy so you know asking for their advice in terms of who to talk to how to work with the organization this is probably one of the better tactics to do out of the gate you might reach a gatekeeper and you you you start very direct which is to say I'm trying to reach so on you either say a name or a title and you see if they pass you on but then you notice a little resistance and the gatekeeper starts being a bit difficult start to treat the gatekeeper like the prospect that you're trying to reach and you can even start that out with by you know you try your direct approach and they block you to block you out and then you can actually say something like this okay well you know what you know what mark let me let me take a step back and actually tell you who I am and why I'm calling that's and that's a great way to kind of begin this effort to treat them like a prospect and then what you can do is you can redirect your elevator pitch which educates them on why you're calling hopefully you have it maybe you have a strong elevator pitch that communicates how you help which might help them to let you in and you or you can also ask them some of your pre qualifying questions that you might have prepared for your prospect let's take a look at what that looks like so the gate keeper begins to block you out now what you see here on the screen is actually part of a script that's produced by sales script er so if you were a sell script or user this is one of the tools that you would get and the this script uses your value statement as sort of the elevator pitch at the beginning of a call now this this part of the script is designed for the target prospect but I'm not able to get to that prospect so I'm saying something like hey you know what let me take a step back let me tell you who I am and and why I'm trying to reach mrs. Thomas the reason why I'm calling is we actually help sales managers to shorten the amount of time that it takes for them to train their new salespeople so that's why I'm calling I'm not sure if we're a good fit for you so let me let me pause there so I just delivered that my value proposition my elevator pitch and I'm communicating to the gatekeeper why I it would make sense for me to talk to mrs. Thomas so I can stop there stop treating them like a prospect and see where what the gatekeeper says or I could continue on if they're still not letting me in and here are my pre-qualifying questions that I've prepared for the sales manager that I'm trying to reach and if they're not still not going to let me in I can just ask them my pre qualifying questions now there's something real powerful in asking your pre qualifying questions to the gatekeeper either one they're going to give you some answers which hey that's great if I can get some valuable information out of the gatekeeper that works or that's not going to be the end-all but that's good and what's really ideal and I learned this from a sales manager about ten years ago and he said one of the best ways to get around a gatekeeper is to ask them a question that they don't know the answer to and I thought that was really powerful what I didn't what was missing in that advice is that he did not really teach me how to ask good questions or what questions to ask that they wouldn't know the answer to well that's what's something that actually sales scripture will help you with is that we're going to take you through a process that guides you to developing the optimum list of pre-qualifying questions for each buyer persona that you sell to so you'll have that if you used sales scripter and that's what I have here so here's some probing questions now okay like I said either the gatekeeper is going to give me some valuable info or they're not going to know let's say they not they don't know if I asked them one of these questions then that's a great opportunity for me to say well okay yes well see that's one of the reasons why I'm reaching out and I know that mrs. Thomas would have that info and that's that's why I want to talk to her so I what's the best way for me to get through to to have that conversation with with her so that's how you treat the gatekeeper like a prospect another really powerful tactic is name dropping so there's a concept called social proof which I don't know if you're familiar with it or not but social proof basically means let it picture yourself being at a party and everybody is complete strangers nobody knows each other but there's one person or we don't know who knows who let's just say there's one person that's not talking to anybody and there's one person that is talking is taught has you you've observed that they've talked to ten people well that person that talks to ten people you probably you see them more as an insider and you see the person that hasn't isn't talking to anybody as an outsider that may or may not be the case but the person that's talking to everybody has more social proof and why this isn't why I'm going through this is that a gatekeeper one of the ways that they try to determine whether to screen you or let you in is they want to determine are you an outsider or an insider because see they really don't they don't they don't want to screen out people that they shouldn't so they you know they're walking this fine line and they don't want to let people in that they should and also so an insider would maybe be an employee but it could also be a vendor that's already doing business with the company or someone that is not a salesperson trying to try to sell something and that's what an outsider that an outsider typically is a salesperson trying to get their way in so even knowing you are an outsider and you are a salesperson you could create this image that you are an insider by name-dropping so you could say something like you know you have the gatekeeper oh yeah I spoke with Tom white in accounting now I'm trying to reach someone in HR maybe an HR director can you point me in the right direction so you've name-dropped and created that social proof you might say well I don't what if I haven't spoken to someone here's a little trick and you could say it's unethical but I don't think there's anything misleading about this especially even if you mean what you're saying here but the second bullet point here is if you haven't spoken to Tom white you could say something like this you know I'm actually planning on meeting with Tom white in the upcoming weeks in accounting but before I do that I want to talk to someone in HR can you point me in the right direction so we just name-dropped and hopefully if you use that type of name drop you actually do have intentions of talking to Tom white but you might never have talked to him you just you plan on talking it calling him after you talk to HR so I'll let you decide if you if you're comfortable with that but you can also name drop external clients as well this one is a bit of a stretch but hey you know I'll give you everything I got you could mention it an initiative to try to sound more like an insiders well you could do some research on a company and you might find an article that says they have a project to improve their cost control well you call a gatekeeper unless you're trying to reach operations or something and you could say yeah I'm calling mr. I'm calling mark Thomas and I'm calling to talk to him about the cost control project can you point you know can you point me in the right direction so that's just a way to also display that you're an insider or make you look like an insider the next tactic we touched on a little bit but it's to ask probing questions we we kind of got into this one when we were talking about treating the the gatekeeper like a prospect and we mentioned you asking your pre qualifying questions so you're probing questions these can be great tactics for you to use and at all different stages when you're done with gatekeepers and these are your your pre qualifying questions but that they do a couple valuable things I've already touched on this a little bit but they'll allow you to extract valuable information one thing that asking pre qualifying questions to your gatekeeper does is it also shows them a tremendous amount of respect I mean if you have the sophisticated question that you prepared for an executive and you're asking the gatekeeper what if they have the answer to that either yeah you're going to get the information you're going to compliment them by thinking that they have that information here are some examples of pre qualifying questions that you could ask and again these are actually questions that are in my account of sale scriptor for a sale scripture script you could try to befriend the gatekeeper I think this is the tactic that most salespeople they this is like the only one that they use I'll give you some advice on how to do this tactic that might be a little different than what you've tried in the past or what anybody may have taught you which of course you could try to catch the gatekeepers name especially if it's someone that you're going to make multiple passes on you know that way when you call back you can use their aim and establish rapport this is important remember your adversaries and so you don't want to get into this sort of standoff where they're blocking and they're mad and you're you're frustrated and you're mad and you can both hear it in each other's tone so even though you might hear it and sense it from them you can change the vibe you're giving off by well for one you can try to smile while you're talking on the phone that's not a bad thing to do at any point when you're talking on the phone and doing prospecting but especially if you're dealing with a difficult gatekeeper I have here till – laughs and that's kind of hard to explain when to do and how to do it but I'm a firm believer in sort of self-amusement in awkward situations so like if I'm walking down the street and I trip on a crack in the concrete instead of acting like continuing to walk and act like it didn't happen and hope that nobody saw it I'm gonna like laugh at myself you know because we're all human and we end up in difficult situations and you were all just trying to make it so sometimes if if the gatekeepers being really difficult you're at this gridlock you know sometimes just sort of laugh about it say you know and what you could do is you can laugh as part of the the next recommendation here which is to share that you understand remember that I talked about understand in order to be understood so understanding what is going on with the gatekeeper and understanding the different types of gatekeepers is half of the process the other half is letting them know that you understand them so this you can apply this to when you're in a disagreement with someone or dealing with your children or spouse but actually letting them know that you understand so the way that this would work with a gatekeeper let's say that you're sort of at a standoff and you can actually tell them that you understand you could say something like this you could say hey you know what Renae um listen I I know that you are instructed to keep me out to keep people like me out and you think that I'm a sales person that's going to bug your your boss and you you might even get in trouble I'm guessing if you if you let me in so but it is my job to to it to meet with your boss so and what you say after that could be different things but you could share your value proposition share your elevator pitch treat treat them like a prospect but the key thing that I want to just point out here is it's really powerful to let them know that you understand that you you know what they're doing you know why they're being difficult and and and so I'm going to test out they're dealing with the automated phone tree I try to get to a human as possible press zero for the the operator sometimes you can guess an extension just to get to a person and then ask them say you're trying to reach the person you're trying to reach see if I can trick do a live transfer here's something that is a real good takeaway for you is try to avoid the gatekeeper altogether the thing is that if you if you do your whole day of phone prospecting you you can't really do this because what we're talking about is calling early in the morning at lunch and after 5:00 where a lot of the gatekeeper types that I talked about are gone so front desk receptionist is gone executive assistants might be gone so these are some times where you might get somebody to end an executive to answer their own phone another way to avoid gatekeepers is sort of taking a first pass that leads to a gatekeeper and doing something to where your second and third passes can avoid dealing with a gatekeeper and that is to get the direct line for for your target prospect so sometimes you can have the gatekeeper on the phone and you might say something like yeah I'm trying to connect with Mark Thomas oh and by the way but by the way I have his I think I have his number wrong I'm not sure I have and you give them the phone number what you could do is you could you could say like the first six numbers of the the company phone which is probably the same for all employees and then just give them a mix of four numbers at the end and then say is that correct and then what they'll pull they'll they'll do is they'll pull that up and they'll notice that you gave them the wrong number you know depending on how you deliver that and what time of the day and who you caught they might correct you and say oh no you got the wrong number the right number is this and that way you've got the direct line and you don't have to deal with that gatekeeper again when you call that prospect an important thing here is to not take it personally so I mentioned to you like it drives me crazy when someone says we're not interested when I get that from a gatekeeper if a gate keepers mean it can really just get under your skin make you frustrated but the thing is I mean I guess if you if you've signed up to attend this webinar you maybe can relate to this that it can really ruin your day when a gate keeper is ugly to you it can make you frustrated and put you in a bad mood but the important thing is is to not take it personally and that again the gate keeper is not that they don't like you and that they think you're a bad person or you're doing a bad job or you're a bad salesperson they're just doing their job and if anything if they're rejecting you the rejections to your company as not to you personally and so just keep that in mind and don't let it affect how you think the what I want to wrap with is see your gatekeeper is going to use objections to screen you and to block you out and we've already talked about some of these what's this in regards to is this a sales call we're not interested in that we already use somebody send me your info so let me go through some responses that you can use for those objections and I'm actually going to display these from a tool that is accessed in sales scripture this is actually our interactive script and on our interactive script on the right side our objections so when you press one of the buttons on the right side so you can see the button on here is pressed what is this in regards to one of the most famous gatekeeper objections and so I'm going to go through some of these and show you what what we've prepared in sales scripture for you to say what I want you to do when someone says what is this in regards to your honest answer and I've already hinted at this is that you're honest direct answer is going to be I want to schedule I want to you I want to have an introductory conversation I would like to you know discuss with you who you're buying from whatever we don't want to say anything that makes us sound like a salesperson and so one thing that you can do and I would love for you to test this out and it you might get a kick out of it how how it just works and it I mean might not work every time but I'm confident to say seven out of ten times is going to do this is going to work for you which so when they say what's this in regards to say well say say basically your value statement or your value proposition and then just stop talking after that so say oh well the reason why I'm reaching out is we help sales managers to improve sales performance for their entire sales team and you just sit there and the thing is is that what the gatekeeper is looking for they they're not really looking for the content they're not looking for the reason to let you in they're looking for the flag that to not let you in and this does not give that so what they're getting what they will do after you when you're sitting there they're either going to ask you another question or a lot sometimes they'll actually pass you through but what you what you're doing is you're avoiding their number one go-to for how to block you out because if you say I want to schedule an introductory meeting for whatever you and then whatever you say after that they're not even listening to then they're going to respond with oh we're not interested or we're not we're not we don't time for that most time they'll say we're not interested thank you is this a sales call it's the same exact logic as what is this in regards to so same type of response there we're not interested and the this is so there's two you can get this is the exact same response that you can do whether the gatekeeper says it or the product are –get prospect says it but if the target prospect says it they'll they typically say I'm not interested a gatekeeper will kind of lump in the prospect in their objection so they'll say we're not interested or she's not interested in any of that so you you have a couple options here you could redirect your pre-qualifying questions so the gatekeeper says oh we're not interested in that say oh oh yeah oh hey listen I want you to know I understand I'm not trying to sign you guys up so I'm not even really sure if you guys need what we provide if I could ask you real quick how concerned are you guys about the amount of time blah blah blah so that now you're this is one of those tactics where you're asking you're treating the gatekeeper like a prospect you're asking when you're probing questions and either a they're going to answer it and you're going to stay on the phone you're going to get away from that I'm not interested or B they're going to say well I'm not really sure oh yeah well I understand see that's why I'm trying to get a get in touch with and that's that's a question we really need to get answered another response that you could do to that same objection is you can redirect to common problems so here's an example of that oh I understand you know sometimes when I talk with other sales managers they often express challenges that there's always a need to find ways to continue to improve sales performance and it can take a long time to get new sales resources trained and ramped up do you know are you guys experiencing any of that so that's an example of responding with pain points we already use somebody for that so that's something gatekeepers sometimes say there's there's three different responses that sales scriptor will provide you for this objection the first one is very direct responses okay well how long are you guys using how long have you been working with them you know how's everything going and so some very direct answers about who they're using you could redirect to your pre qualifying questions which is the exact same response I just showed you for I'm not interested what you're going to notice with these objection responses is that we're going to work for the different objective objective with some of the same exact answers so you don't need to memorize 10 different objection responses you just need to know two or three really and you can use those for a lot of different situations and that's kind of how sales scripter works is that when you end up your info we use that same exact in those same exact talk tracks and questions in a lot of different places these these questions show up in your call script they also show up in your objection responses you know your pain points show up in your objection responses your call script your email templates your voicemail script so just and so the next response for we already used to my you could also redirect your pain points and that's displayed here just send me some information so this is a response that you could use whether it's your target prospect or your the gatekeeper and what I would recommend is you don't want to jump off the phone when someone says real nicely and acting like they're interested send me your info because most of the time they're blowing you off and they're just trying to do it in a nice way that makes you feel okay and the sad thing is is that they're avoiding looking like a jerk and then they're teeing they're positioning you to put together information which is a waste of your valuable time and they know that they have no intentions in most cases of doing anything with your information it's actually fairly unethical for a prospect to to say this when they they're just trying to get rid of you they should know that you're going to spend 10 to 20 minutes putting together your information and 10 to 20 minutes what does that mean from a dollar standpoint for you so shame on them but don't don't let me add more frustration to you instead of letting that get you frustrated the next time you hear this I want you to use this objection response and this works perfectly so they say send me send me send me over your info hey yeah you know I could certainly do that and I'll put something together but you know I have a lot of info to send over so that I know exactly what to send you do you mind if I ask you know how are you guys concerned with blah blah blah and so you're asking one of your pre qualifying questions and either a you're going to get what you wait most of the time what will happen here is you're going to get away from them saying send me your info they're either going to answer the question and we're still talking about gatekeepers so they might not know the answer and that gives you a reason to ask for to be led in moving on we're not looking at making making any changes this is the exact same objection and responses that were not interested and and so on so a lot of that those are some examples of how you can respond to some of those very common gatekeeper objections some key takeaways to wrap up with as I mentioned you can spend fifty percent of your phone prospecting time dealing with gatekeepers so if you just make some minor modifications in your skills your knowledge your tactics in this area I mean mathematically you should improve you should improve your results right so keep in mind you you there's a conflict of interest here with gatekeepers when you're successful they're actually being less successful so you need to be sensitive to that you need to know that when they're being difficult never discount the knowledge that is in a gatekeepers head just about all of them have some level of valuable knowledge they know who's in what role either they have that because of their role like a front desk receptionist during executive assistant or if they're switchboard operator they have access to a database where they can maybe help you out so I hope all that helps I've talked a little bit about sales scripture I hope that wasn't too pitchy but I do want to share more information about what we do and how it brings all of what I just showed you together we provided a web-based application that will help you with knowing what to say and ask to gatekeepers to prospects to objections now all of that all that technology and software it's all aligned with a methodology so one half of what we provide is a methodology and you'll notice here these are buckets for all the different categories of inference areas of content here we talked about gatekeepers and objections we've also there's also a bucket here for qualifying and pre-qualifying and which we touched on a little bit today but we dig into that a lot deeper in other training modules we talked a little bit about value propositions elevator pitch communicating value building in so we have some modules that really drill into that to help you to build your value statement and value proposition so this is a we offer this methodology and the other half of what we provide is like I mentioned a web-based application that basically delivers if you use our methodology there's an application that provides you with scripts and templates and tools to basically extract all that knowledge out of your head and and use it to build a library documents and tools that you can use when you're prospecting the way that a lot of people work with us is they'll access our methodology and they can access that in a few different ways through our ebooks training videos live training coaching consulting and so we have sales people that work come to us directly for their own self-improvement but we also work with a lot of managers to help them to train their salespeople now we actually give away a lot of our methodology for free and if stuff like this webinar that you're attending we have a lot of ebooks for free a ton of videos on YouTube the reason why we give away a lot of this for free is that all of it aligns with our software platform and our logic is that if you love our methodology and you use it well first of all if you use it and don't pay us a dime and we make you a better person help you to make more money that's great we like that we feel good about that but our real corporate strategy is that if you really love our methodology and you're using it for yourself for your salespeople you probably want to check out our software application and it's a subscription model so that's where that's our what our business model is is getting people like you over to our software so we have sales people that use it for themselves but we actually the software actually works best when a sales manager sets it up and rolls it out across a team so now if you want more help I'm going to give you some free options that cost you nothing and then then some deeper options but the first one is I'd recommend you go out to our YouTube channel and there's actually this slide is old there's over 200 videos on there and this webinar will be posted there while you're there subscribe and then depending on how you use YouTube you'll actually get notified when we publish new webinars and new videos check out go to our website and you can check out our ebooks there's five ebooks on our website for free and there's do's and dont's a cold calling how to get around cold call objections how to build a value proposition how to build sales campaigns that sell how to build email drip campaigns that convert sales all free a lot of those books right there kind of hit on some of the topics that we did we skim the surface on today like your value proposition and objections so check those out there's also a book that is not free it's on Amazon it's 15 bucks and it's a book I wrote and it goes into more detail than the ebooks and there's one there's one reason why I would recommend you buy the paperback book there's also a kindle version that's a little cheaper but I've downloaded a ton of ebooks and I I don't know how many ebooks I'm interested in but they're lost in my email or on my hard drive and I never go back to them and really read them not as much as I do a paperback book that I can highlight write notes in and so that's one thing that I would you'll get out of buying that book and and if you have a team of sales people and you want them to use some of these tactics you'll definitely get your 15 dollars worth by buying them a copy of the book and sticking it on their desk the book is organized with a chapter for each main area of cold calling it's called the cold calling equation problem solved but there's a chapter on gatekeepers so everything we talked about here today is in that book there's a chapter on objections there's a chapter on finding pain so check that out if you want now these are some some of the less free more options that have a cost but we do offer sales coaching and sales consulting either to help individual salespeople or consulting to help some company with their strategy but it's basically on an hourly basis and some of our clients we meet with once a week for whatever duration or frequency that fits with them send us an email if you're interested in either coaching or consulting to info at seal script or comm we I showed you all those the the buckets of content in our methodology we do teach that methodology as a sales prospecting prospecting mastery training program and we offer that as a 10-week virtual program where we meet for an hour each week and here are some of the modules that we go through but one of the nice things about this is that you could go a lot of the content we teach in this program you can watch on YouTube for free I'll tell you that right now the benefit to this program is the structure and the live engagement so you instead of going to YouTube and you know kind of managing which which video you're watching next and and keeping yourself on track this program will keep you on track it spread out over ten weeks so you're going to only get a little bit of new information each week there's going to be some homework assignments there's going to be opportunities for questions and review and so we're going to really not only help you more personally one you know with live interaction but we're going to help manage your development through the just the structure of the class again contact us if interested and the other option is a sign up for sale scripture I showed you a lot of it today so if you want to improve your ability to handle objections and deal with gatekeepers and ask good questions and make sure your your saying the right stuff check out sale scripture it's loaded with sales tools scripts email templates voicemail scripts and whatnot so it's $49 sub scripture model it's $49 a month a lot of people ask me well first of all a lot of people ask for a trial we used to have a trial and we don't have a trial any more the reason why is because the tool offers so much value that that people were you know using the trial never signing up and we are a for-profit business but so we got rid of the trial now we have a 30-day 100% satisfaction money-back guarantee so sign up and if you're not happy send it let us know we'll send you your money back another question people ask is it's $49 a month why would I need this on them on an ongoing basis and so the first thing I'll say is is you could sign up for one month and cancel and by the way that's a $49 for everything that you get like if you were to walk into a bookstore and there was a book on the shelf that was $49 that had everything the software is going to provide you you would buy it in a minute and so it's really priced more on – have you used the software on an ongoing basis but you could certainly do that is sign up get your stuff download it and get out the reason why you might want to have the subscription on an ongoing basis is because you're going to load up a lot of your in from your particular information into the software so the software kind of becomes a great central place for you to go to to either I mean it's going to produce so many documents that it's a lot to download and so it can become that place that you go to to get your documents instead of trying to download everything and you might reach a point where let you you want to create a new campaign down the road and you can easily do that with your subscription being open there's also tools that are still our users use on ongoing basis like that interactive script that I showed you and though in the webinar that's something that you'd want to use while you're on the phone and so you have to have your subscription open for that we do offer a lower price if you do an annual subscription it's almost so it's a little over 40% off it's $29 a month so that is pretty much it and I'll open it up for any questions here's my info if you want to contact me with anything

7 thoughts on “How to Consistently Get Around Gatekeepers When B2B Cold Calling

  1. Dude… wt*. Amazing. Absolutely great. Literally I thought about making a software program like this… to help sales teams boost productivity across the board. Lol, it seems like every great idea has already been thought of. Im glad its already out there and available though. I needed this gatekeeper info. Im deep in the weeds, they feel like the bane of my existence.

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