Mr. Inside Sales
JUNE 9, 2019
Last week I was contacted by the American Association of Inside Sales Professionals and asked if I would share my best practices for dealing with the gatekeeper. In under 10 minutes they recorded a slide presentation, and I want to share that with all of you. The post Gatekeeper Best Practices appeared first on Mr.
Janek Performance Group
FEBRUARY 16, 2022
Without question, gatekeeper is the most intimidating designation in sales. Often, if the gatekeeper doesn’t like you, you’re not meeting the VIP you need, let alone presenting a pitch. Often, if the gatekeeper doesn’t like you, you’re not meeting the VIP you need, let alone presenting a pitch. Don’t count on it.
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Mr. Inside Sales
JUNE 7, 2021
I was working with a new client this week, and I listened to a recording of their presentation and it went like this: Hello, how are you doing—brief rapport building Deep dive into their presentation—including features and benefits Qualifying to see what the client was most interested in. Is this the way your presentations go?
Mr. Inside Sales
SEPTEMBER 11, 2020
We’ve all been there – you call your prospect back at the appointed time for your presentation and they tell you any of the following: This isn’t a good time, OR. Our presentation is pretty in depth, but I can do this. The post 3 Ways to Handle: “I Don’t Have Time for the Presentation” appeared first on Mr. What to do?
Mr. Inside Sales
APRIL 14, 2024
Perfect for reps dealing with the following issues: Reps struggling with call reluctance Getting screened out by the gatekeeper Overcoming blow off objections like, “Just email me something” Identifying decision makers Qualifying prospects Setting call back appointments that stick Giving successful presentations and dealing with objections Staying (..)
MTD Sales Training
MAY 23, 2012
If you are going to be successful in business-to-business sales, you must first learn to recognise a clever and sophisticated gatekeeper screen. The gatekeeper’s job is to block unwanted or unnecessary calls from reaching the decision maker (DM). Here is a simple yet highly effective technique to help you get past a hard screen.
Mr. Inside Sales
MARCH 6, 2021
This may sound elemental, but I rarely hear sales reps use it when speaking with gatekeepers. Try it this week and watch yourself get further with gatekeepers than you ever have. When a gatekeep puts you through, say thank you. And watch how much further you get with gatekeepers! The second word is, “thank you.”.
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