3 Ways to Deal with a Gatekeeper in Sales

KEY MOMENTS
0:38 1. Always go around the gatekeeper.
2:46 2. Be firm.
4:14 3. Be vague when asked questions.

[matthewstake]

Marc, I have had a lot of success with calling into the C suite by using a variation of this. I would call and just say "John please" or "can you connect me to John" or "John Smith please"... then if they ask who I am I just say "its Matt". Then they say what's it regarding... I say "its regarding a finance issue" (this is where I would ooze confidence and firmness)... also, this is not a fib. I was selling financial service at time and had an issue I needed to discuss with him. I would be put right though to the CFO. I found using the line "it's a... issue" really adds to my credibility to the Monster at the gate, plus it sound urgent. I would even have Gate Keepers hunting them down for me. I do this with appropriate respect and firmness of course. Now I'm consulting but I have found this always has success. Our prospects always have issues we can leverage even before we talk to them for the first time. Would it be crazy of me to ask for your feedback?

[Mrald]

My biggest sale I have ever gotten with a nationwide company all started with me becoming friends with the security guard who was the gate keeper when I went by to cold call. This company has over 16, 000 employees and to this day I am still getting new locations from them when their contracts with their last vendor is up. Some people neglect the gatekeeper or are rude to them and that is the biggest mistake you can make. In their eyes they are more important than the Decision maker a lot of times and you have to make them feel that way even though it is not true. Confidence is key and if you come off like you know what you are doing then your chances to speak with that DM is higher. I had to speak with literally about 30 people in the company before I found the decision maker (which is very uncommon for 90% of companies I speak with) because the information wasn't readily available online or on linkedin and I had to think of the different possible positions that would make the decision at multiple locations before I finally was able to get to the decision maker. The security guard used his system to give me all the names and positions of the people I needed. Always be nice to people because you never know who might help you make your dream sale.

[oddds]

As a former gatekeeper i can tell you this video is terrifying lol. The raw power. The gateekeeper is going to be in giant trouble if they let you through

[colbe]

I am a gate keeper watching this ... I am going to share this with other gatekeepers ..

[charlesbaker]

GK: Where are you calling from?
Me: Boston...

😂

[Bwhelan]

Just show confidence in your tonality you would be amazed how quickly you get appointments

[MarkL-weuk]

Point 1 is the one to work with!!

Also very applicable for when looking for a new job, the gatekeeper to get around is the HR manager or Recruitment Consultant.

[markferrari]

The gatekeeper is there to do a job and knows how the decision maker thinks, your objective is treat the gatekeeper as the first decision maker, therefore your goal is to elevate the gatekeeper to your key ally in on the way to the ultimate decision maker. The decision maker trusts the gatekeeper, so should you

[canyont]

Hey Marc, love the videos! Your sales tips have been very useful in getting our own startup up and running. Keep them coming!

[karimalam]

Not a clickbait. The video is right on point!🎯

[MDM-wbin]

They got one job. It’s their whole world. Must assert their significance

[pouria]

Great tips, thanks. I like how you share the mind of the gate keeper

[tauseefahmad]

Thanks Marc. I really appreciate your help.

[retribution]

Best not to lie or it will effect your self esteem. Just keep trying, at some popint the gate keeper will be less obstructive and put you through or there will be a different and less effective gate keeper.

[shrgai]

Wow...this tip is so awsome and did work for me

[trevoranderson]

I don’t agree with your first rule of avoiding the gate keeper, at least from my experience the buyer or decision maker is there after the gate keeper gets there or is often gone before the gate keeper leaves. Very seldom are these in power there before the receptionist etc. Hard to actually avoid them

[keenansmusiccorner]

It fucking worked. Sent me right through to the president of the company. Unreal! 1st time I used it.

[VarunSharma-ryix]

Its always great to hear you dear. I m doing the same things from last 8 years and i am amazed that i was on right track

[casimirkukielka]

Linked In is a great way to outflank the gatekeeper

[lanalee]

Oh my god. This is so good. great time strategy!!!