Questions to get past the Gatekeeper
Getting past the gatekeeper on sales calls can be a daunting task for many sales professionals. The gatekeeper’s job is to screen calls and prevent unwanted solicitations from reaching decision-makers. However, there are several tactics and strategies that sales professionals can use to get past the gatekeeper and connect with decision-makers. In this white paper, we will explore some example questions that sales professionals can use to get past the gatekeeper on sales calls.
1. "Can you help me understand the best way to connect with the decision-maker?"
This question is an excellent icebreaker that can help establish a rapport with the gatekeeper. It shows that the sales professional respects the gatekeeper’s role and understands that they are the first point of contact. Additionally, it opens the door for the gatekeeper to provide valuable information about the decision-making process, such as who the decision-maker is, what their preferred method of communication is, and when they are most available.
2. "I understand that you're busy, but could you help me with a quick question?"
This question acknowledges the gatekeeper’s role in managing their time and responsibilities while also appealing to their desire to be helpful. It shows that the sales professional is respectful of their time and recognizes that they have other responsibilities to attend to. Additionally, it can be an effective way to get the gatekeeper’s attention and start a conversation.
3. "I'd like to learn more about your company and how we can help. Could you direct me to the decision-maker who would be most interested in our services?"
This question shows that the sales professional is interested in the gatekeeper’s company and wants to understand their needs and pain points. It also positions the sales professional as a helpful resource rather than a pushy salesperson. Additionally, it can help the gatekeeper feel more comfortable with directing the sales professional to the decision-maker who would be most interested in their services.
4. "Is there anything I can do to make it easier for you to connect me with the decision-maker?"
This question shows that the sales professional is willing to work with the gatekeeper to make their job easier. It also acknowledges the gatekeeper’s role in managing calls and screening out unwanted solicitations. Additionally, it can help establish a collaborative relationship between the sales professional and the gatekeeper, which can make it easier to connect with the decision-maker.
Getting past the gatekeeper on sales calls can be challenging, but by using the right tactics and strategies, sales professionals can connect with decision-makers and close deals. The example questions outlined in this white paper are just a few of the many approaches that sales professionals can use to get past the gatekeeper. By establishing rapport, being respectful of the gatekeeper’s time, and positioning themselves as a helpful resource, sales professionals can overcome the barriers to entry and connect with decision-makers. With practice and persistence, any sales professional can master the art of getting past the gatekeeper on sales calls.
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