The key to getting around gatekeepers to make a sale is to understand their motivations.

Here are six main reasons gatekeepers block access to decision makers:

1. The gatekeeper doesn’t want to lose control. For any number of reasons, the gatekeeper fears losing control of the decision-making process, which may lead to diminished power and influence within his or her own company.
2. The gatekeeper is “just doing my job.” Some gatekeepers feel their job is to protect the decision-maker’s time by blocking all new salespeople. This thinking builds repeat business for current suppliers but may keep your salespeople out, regardless of the value of your products or services.
3. The gatekeeper fears that your salesperson or the products or services being offered will make a bad impression on upper-level management. He or she deals with this by limiting access of new salespeople.
4. The gatekeeper prefers the status quo. Staying within an existing…