3 Strategies to Navigate Gatekeepers in Sales
AccountExecutive.co
3 Strategies to Navigate Gatekeepers in Sales
Navigating the complex maze of gatekeepers in sales requires more than persistence; it demands strategy. This article unveils proven 3 strategies, enriched with insights from seasoned sales experts, to turn gatekeepers into gateways. Discover how to position yourself as invaluable, earn trust as an authority, and leverage the power of confidence and curiosity.
- Position Yourself as Valuable Resource
- Position as Trusted Authority
- Use Confidence and Curiosity
Position Yourself as Valuable Resource
One successful approach we use at Tecknotrove to handle gatekeepers in outbound sales calls is positioning ourselves as a valuable resource rather than just another salesperson. Instead of immediately asking for the decision-maker, we engage gatekeepers as allies by acknowledging their role and providing a compelling reason for the conversation.
We start by asking insightful questions about the company's challenges related to training and simulation. This builds rapport and often gets them to share useful context. We also use strategic phrasing—rather than saying, "Can I speak to [decision-maker]?" we say, "Perhaps you can help me. We work with companies in your industry to solve [specific challenge]. Who would be the best person to discuss this further?" This shifts the conversation from a gatekeeping stance to a problem-solving one.
By treating gatekeepers as key influencers and engaging them with value, we've been able to turn them into internal advocates who help us reach the right decision-makers more effectively.
Position as Trusted Authority
A successful approach to handling gatekeepers in outbound sales calls is positioning yourself as a trusted authority rather than a salesperson. By confidently stating your name, company, and a compelling reason for your call, you establish credibility. In addition to this, engaging gatekeepers with a professional yet conversational tone encourages cooperation. When you acknowledge their role and ask for their guidance, they become more receptive. This strategy shifts the interaction from resistance to facilitation, increasing your chances of reaching the decision-maker.
Use Confidence and Curiosity
There are a few tricks that I have used to convert a higher number of cold calls to leads. First is obvious, confidence. When you are cold calling you should have done some research ahead of time to know who you are looking for or at least their job title. When the gatekeeper answers, confidently ask for (First Name, Please). You can even go one step further and say something along the lines of 'I just missed a call from him/her' or 'They are expecting my call.' Second is the exact opposite. This should be used when you don't know the person's name directly but know what duties the needed person performs. Come into the call with curiosity and inquisitiveness. When the gatekeeper answers, speak in a calm and slow tone and say 'Hi...I’m (First Name)....I’m not really sure who I need to talk to.....I’m looking for someone who does (Task), could you help me get in touch with that person?' Humans are naturally helpful people and this trick can get you a long way. The key is that under no circumstance are you allowed to get off the phone without gaining information. Gatekeeper name, prospect name, email address, extension, office hours, something, anything. From there it requires hard work, keep calling and gaining information until success.
