article thumbnail

How To Get Past Gatekeepers

MTD Sales Training

The Gatekeeper : the secretary, receptionist or personal assistant, whose job it is to “screen” your call and stop you from talking to the decision maker. Understand that gatekeepers are important and powerful and play a pivotal role in business. You may have to go through one or two screens just to get to the main gatekeeper!

article thumbnail

How to Pitch Multiple Products

Mr. Inside Sales

Rookie mistake: You’ve got several products or services you can offer a prospect, and you start by offering the first, or main one, then hear an opening for another one so pivot to that one, and describe another—and then another. Stalled sale. Let me think about these and get back with you.”. Sound familiar?

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

3 Ways to Overcome Call Reluctance

Mr. Inside Sales

This way, you will be able to pivot easily and naturally when you need to, and you’ll avoid sounded scripted. One: Avoid call reluctance by scripting out what you’re going to say and how you’re going to respond to the inevitable objections and stalls you’re going to get. Unlimited License: One to 100 reps can attend for one low price!

article thumbnail

The Best Sales Role-Play Scenarios to Prepare Your Team for the Win

LevelEleven

A skilled salesperson should be able to respond with some information about pricing, perhaps the structure but not actual prices, and then pivot into discovery to learn more about the prospect’s situation so that a more accurate and detailed price can be delivered… later. The Gatekeeper. Treat the gatekeeper with respect and trust.

article thumbnail

3 Factors To Increase Healthcare Sales With Virtual Selling

Sell Integrity

There are three factors that play a pivotal role in healthcare sales reps’ ability to adjust to this virtual selling environment and deliver value that results in more appointments and more closed deals. by Mike Esterday. Helping Healthcare Sales Reps Adjust to Virtual Selling. 1 – Mindset Matters.

article thumbnail

Is Your Compensation Plan Evolving with the Company?

SBI Growth

One of the core strengths of any small business is its ability to adapt and pivot with the market. Same Old Quota: Back in the day, just getting past the gatekeeper and into the corporate office required a lot of legwork. This post is for Small Company CSOs and VPs of Sales. This is a crucial mistake.

article thumbnail

6 Rookie Sales Call Mistakes That Make Prospects Hang Up ASAP

Hubspot Sales

Asking for gatekeepers’ assistance up front can prevent a hang-up later. For example, if you’re going into a call hoping to identify the decision maker but the contact brushes you off with a quick “I don’t have time,” pivot your ask in the following manner: “Ah, it’s a bad time, okay. Being overly familiar.