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:
- 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.
- 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.
- 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.
- The gatekeeper prefers the status quo. Staying within an existing…
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