How Tennis Can Get You Past the Gatekeeper (And Reach More Decision Makers) by Jim Domanski

(Note About Author: Don't miss Jim's teleseminar next week, 10 Ways To Increase Sales Fast. If you can't make the seminar, pre-order the cd.)

Are your calls to top decision makers stopped dead in their tracks thanks to a skilled gatekeeper?

 

Reaching top decision makers is a mammoth task these days. Everyone covets their time and high level executives usually have an executive assistant, secretary or aid to screen your calls. If you can't get past the gatekeeper you're not going to reach the boss. Here is a technique that can help you get to the executive more often.

 

Tennis Finesse

 

Getting past gatekeepers is like tennis: they like to lob questions into your court to keep you moving and off guard. Most tele-sales reps lose the game because they fail to volley back. You need to learn to return the "ball" back to their court and catch them off guard. Here's what I mean:

 

 When they ask who is calling, give your name and nothing else and then ask, "Is she available?" Most gatekeepers are not use to a question rebound. They are used to a sales rep who gives them everything they need to screen the call.

 

But gatekeepers can backhand a reply too. When they ask where you're calling from, give the name of your company and no more, and then go to your forehand responses and say,  "Can you put me through please?" This is assertive but polite and it will catch most of them off guard.

 

Though reeling by clever shot along the line, they might manage "what's this in regard to?" Make sure you have a two handed smash ready to go.  For instance, an answer like "Improving margin strategy; can I speak to him please?" will befuddle the most avid gatekeeper. Improving margin strategy is vague but it sounds highly strategic and very important. Not your usual run of the mill reply from a sales rep. You need to prepare this ahead of time and keep it locked away until you need it.

 

Most gatekeepers will have never seen these kinds of 'shots' before.  It's called finesse. They're left with a degree of uncertainty. They put your call through. Point and match.

 

The Perfect Serve

 

If you want to knock the gatekeeper out of the game with an ace, here's another technique for your opening statement:

 

"Roger Smith for Jill Laver. I'm calling long distance. Can you put me through please?"

 

Delivered with firm authority in your voice, you sound like a colleague, like someone who isn't to be trifled with. It is less a request and more of a command. These are approaches that executives use daily. Ergo...you sound like an equal, a friend, a colleague, a buddy, an authority.  Ace.

 

As with the real game of tennis, the only way you'll get better is with practice. Master these techniques and watch your contact rate soar.

About The Author:

Teleconcepts Consulting works with companies and individuals who struggle to use the telephone more effectively to sell and market their products and services. For more information on consulting services and training programs, articles, and other resources visit  www.teleconceptsconsulting.com   or call 613 591 1998.