Use the GK Towards Your Advantage

Salespeople,

Here’s an easy way to grab your prospect’s attention IMMEDIATELY:

Use the gatekeeper towards your advantage.

I’m sure you know this, but if you don’t...

The gatekeeper is the person you typically have to speak with before you get the opportunity to speak with the decision maker(DM).

The gatekeeper is trained to keep the DM from being bothered by irrelevant/unimportant callers.

The DM trusts the gatekeeper.
The DM listens to the gatekeeper.

Now let’s understand how to use this towards your advantage -

Assuming you already got the DM on the phone,

*You better use that gatekeeper as your champion!*

*You better ensure you get that gatekeeper excited*

“Hey Mary, this is Lee...John was real excited for me to speak with you...”

That’s it.

You’ve simply conditioned their mind to want to listen to what you have to say now, since their gatekeeper already vetted you and got excited for you to speak.

All you did was make that more known to the DM before you dove in to your pitch.

They are thinking 💭 “Something is up!”

You’ve got their attention now.

Time to sell.

#sales #mindset #attitude #gatekeeper