Gatekeepers plus articles and information on Sales When I ask salespeople to define what a gatekeeper is asics onitsuka tiger mexico 66 noir , I generally hear: "Someone who keeps out people who will waste the boss's time." But gates are two-sided - they open as well as close: a gatekeeper's job is actually to make sure the boss gets to spend hisher time efficiently. I've probably gotten approximately $500,000 in business as a result of the word or deed of gatekeepers. How have I done this? By remembering a few simple rules: 1. whoever answers the phone is my client; 2. in order for a gatekeeper to open OR close the gate, she has to decide which category to put me in - in, or out. 3. it's the job of the gatekeeper to make sure her boss gets to speak with people who can help himher do a better job. My own secretary has a very unique habit of putting messages on the bottom of my In Basket when they are from folks she doesn't like ? and she keeps moving these back to the bottom as I go through the pile. But I've e to trust her judgment (once I got over the initial discovery of her deception. Of course, I look there daily now, and just don't tell her.) "WHY are these HERE?" I asked the first time I noticed a rather large grouping of pink message slips at the bottom of the pile. "I was WAITING FOR THIS CALL." "He was rude to me, and I didn't trust him." I address my follow up calls with her feedback in mind; she has saved me time, money, and effort through her gut responses. And she's never been wrong. Here are two stories of how I got business from gatekeepers. Note that I was using Buying Facilitation with each of them, and taught them how to decide to choose me. TWO CASE STUDIES Case Study #1 I got the name of the Vice-President Southwest Region of DEC (Remember DEC? It's been subsumed by CompaqHP.) Dave Heil was allegedly a dynamic, innovative thinker, and was located in Albuquerque asics gel saga pas cher , NM when I lived in Taos. His secretary Judy answered the phone. Judy: Dave Heil's office. SDM: Hi. My name is Sharon Drew Morgen, and this is a sales call. I know you're busy so I'm wondering if this is a good time to speak. Judy: it's never a good time. Thanks for asking. How can I help you? SDM: I'm wondering how you folks are adding new sales methods to any current sales training you're doing. Judy: Can you get here next Wednesday at 8:10? Dave is on vacation til Wednesday, and his first meeting is scheduled for 8:30. He always gets in at 8:00, and I bet he'd like to spend 20 minutes with you before he starts his day. SDM: You're having him meet with me the day he es back from vacation?? Judy: Yes. I speak with a lot of people trying to get through to Dave; you're the first one who respected me, and who trusted my involvement. I also know that Dave is always on the lookout for innovative material, and if your opening question was a representation of what you're doing, and I suspect it is, Dave will be interested in meeting with you. Can you e? Of course I went. At precisely 8:10, Dave walked in with a dark tan. "Well, you must be a very smart person that I need to meet. Not many people get through Judy. So, who are you and why do I need you?" I got the job; Dave Heil is still my friend and colleague 13 years ? and several job moves - later. Case Study #2 I was given the name of a small manufacturing pany (pany has since been subsumed by a much larger pany) and told that they were seeking new sales training. I called in and spoke with the receptionist, Susan. Susan: Hello. This is Company X. Who would you like to be connected with? SDM: I'm not sure asics gel noosa tri 8 homme , but maybe you can help me. Are you sure this is a good time? Susan: I've got the time. What do you need? SDM: My name is Sharon Drew Morgen, and this is actually a sales call. I've developed an innovative and ethical sales methodology, and am not sure if your pany either seeks innovation, or has a desire to bring in new material. Can you tell me how your pany chooses to bring in new sales material? Susan: If you send me a packet with your stuff in it, and call me back in a week, I'll make sure it gets to the proper person. I sent her a packet on Wednesday. On Friday, Susan called me back. Susan: I put your material on the desk of our sales director. Two hours later he was fired, and he cleaned out his office. He either threw your stuff away or took it with him. Can you please send me another packet and I'll get it to the new person? I sent her the packet immediately. The following Tuesday I got a call. Joe: Hello, Sharon Drew. You don't know me, but the receptionist gave me a packet of information, and I promised her that not only would I call you, but I'd report back to her on what we decided. Since this is my first day asics gel noosa tri 9 femme , you must be a very important person. Who are you? I began doing work with this pany about 2 months later. WORKING WITH, NOT THROUGH For some reason you have been taught to view the person answering the telephone as a deterrent to getting where you want to get. But this person is your guide. And, since she decides whether you 'get through' or not, she's in control of the conversation. No matter how smart you are or how good your product is, no matter how much your prospect needs you or how much money you can make or save them, if the gatekeeper doesn't put you through, you're toast. Whole books and programs have been devoted to 'getting through' the gatekeeper. But this person is a human being, with a job. And she is happy to help you. I've heard of sales people using an authoritative voice to show her they're important (um, they're in control, remember? Doesn't matter how important you are to you ? she's the one who determines if you're important or not); or sounding familiar and suave, as if they areThi Nike Free 4.0 V2 Chaussures Homme Bleu/Rouge
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