How to Get Around Gatekeepers

1. Chapter 22 – Getting Around Gatekeepers

2. Prospect Gatekeeper and Voicemail

3. Gatekeeper Tips
Gatekeeper Objections
Types of Gatekeepers
Mindset

4. Understand the Gatekeeper
Assigned the objective to keep salespeople out
Trained to identify salespeople
Get in trouble when salespeople get passed them
Naturally in adversarial role
Job is often hectic and not a lot of fun

5. Do Not Sound Like a Salesperson
Trying to Sell Something
• Introduce yourself and your company
• Schedule an appointment or meeting
• Learn about the prospect’s needs
• Share details about the product that you have to offer

6. Try to Enlist Their Help
• Maybe you can help me with this.
• Maybe you can point me in the right direction.
• I am not really sure who I need to speak with.
• I might need your help with this one.

7. Treat the Gatekeeper Like the Prospect

8. VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
NAME DROP
PRODUCT
INTRO
CLOSE
Treat the Gatekeeper Like the Prospect

9. VALUE POINTS
• Increase the revenue generated through their
website
• improve website conversion rates
• Increase website traffic
TARGET BUYER
• Small businesses
PAIN POINTS
• Need to generate more revenue through the website
• Website visitors are not converting to customers
• There is a need to increase website traffic
PAIN QUESTIONS
• How important is it to get more revenue out of your
website traffic?
• How important is it for you to improve your website
conversion rates?
• Do you need to increase website traffic and visitors?
CURRENT STATE
• Do you currently have someone that can make changes to your website?
• Are you currently working with a web design agency?
• How happy are you with person working on your website?
• When was the last time you refreshed your website?
• How much traffic are you currently getting to your website?
• What CMS platform is your website built on?
• When was the last time you considered redoing your website?
• How many different websites do you currently have?
• Are you the person to that makes decisions regarding your website?
NAME DROP
• We worked with an accounting firm and helped them to
do a complete refresh of their corporate website.
• This helped to improve how they told the story of what
they do and the services they provide to website
visitors.
• After only 6 months, they increased the number of
leads that they were generating through their website
by over 500% and increase their overall revenue by
20%.
PRODUCT
• Web design services
FEATURES
• Design and build websites
• Graphic design
• Copywriting
DIFFERENTIATION
• We only work with
accountants
• We use AI to develop the
optimum website layout
• We guarantee results
COMPANY FACTS
• Won design awards 5 years
• In business for 30 years
• Woman owned business

10. VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
NAME DROP PRODUCT
Building Blocks

11. Actually, let me take a step back and let you know why I am calling. The reason for my
call is that we help small businesses to:
• Increase the revenue generated through their website
• improve website conversion rates
• Increase website traffic
I don’t know if you all want to improve those areas and that is why I am calling. Do you
know who the best person for me to talk with is?
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
NAME DROP
PRODUCT
INTRO
CLOSE
Treat the Gatekeeper Like the Prospect

12. VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
NAME DROP
PRODUCT
INTRO
CLOSE
Actually, let me take a step back and let you know why I am calling. A lot of
businesses that we work with are having issues with:
• Need to generate more revenue through the website
• Website visitors are not converting to customers
• There is a need to increase website traffic
I don’t know if you all are concerned about those areas, and that is why I am calling. Do
you know who the best person for me to talk with is? Do you know how concerned
[Target Prospect] is about these areas?
Treat the Gatekeeper Like the Prospect

13. VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
NAME DROP
PRODUCT
INTRO
CLOSE
Actually, let me take a step back and let you know why I am calling.
• We worked with an accounting firm and helped them to improve how they told the
story of what they do and the services they provide to website visitors.
• After only 6 months, they increased the number of leads that they were generating
through their website by over 500% and increase their overall revenue by 20%.
I don’t know if we can help you in the same way, and that is why I was calling. Do you
know who the best person for me to talk with is?
Treat the Gatekeeper Like the Prospect

14. OK. Well, maybe you know the answer to this.
• How important is it to get more revenue out of your website traffic?
• How important is it for you to improve your website conversion rates?
• Do you need to increase website traffic and visitors?
Treat the Gatekeeper Like the Prospect
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
NAME DROP
PRODUCT
INTRO
CLOSE

15. OK. Well, maybe you know the answer to this.
• Do you currently have someone that can make changes to your website?
• Are you currently working with a web design agency?
• How happy are you with person working on your website?
• When was the last time you refreshed your website?
• How much traffic are you currently getting to your website?
• What CMS platform is your website built on?
• When was the last time you considered redoing your website?
• How many different websites do you currently have?
• Are you the person to that makes decisions regarding your website?
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
NAME DROP
PRODUCT
INTRO
CLOSE
Treat the Gatekeeper Like the Prospect

16. Display Social Proof
I spoke with Tom Jones in accounting, and
now I am trying to reach someone in HR.
Do you know who the best person for me to
connect with is?

17. Mention an Initiative
I am calling to discuss the initiative to
consolidate distribution channels.
Can you help me to get connected with the
director of operations?

18. Try to Befriend the Gatekeeper

19. I understand the situation you are in. You get calls all day from
sales- people, and it is your job to not let a bothersome
salesperson through.
i can tell you that I am not one of those annoying salespeople. I will
be very respectful of [Target Prospect]’s time, and there is a very
good chance that we can have a very productive conversation
because we help [Target Buyer Type] to:
• Value Point 1
• Value Point 2
• Value Point 3
What is the best way for me to connect with [Target Prospect]?
Share That You
Understand Them

20. Avoid the Gatekeeper Altogether
• 7:00 am to 8:00 am
• 12:00 pm to 1:00 pm
• 5:00 pm to 6:00 pm
Good Hours to Avoid Gatekeeper

21. Gatekeeper Tactics
Gatekeeper Objections
2 Types of Gatekeepers
Mindset

22. • What is this in regards to?
• Is this a sales call?
• We are not interested.
• We are not making any changes.
• We already use somebody for that.
• We do not need that right now.
• Send me your information.

23. The reason for my call is that we help small businesses to:
• Increase the revenue generated through their website
• improve website conversion rates
• Increase website traffic
What is this in regards to?
Is this a sales call?
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
NAME DROP
PRODUCT
INTRO
CLOSE

24. I understand. If I could ask you real quick:
• How important is it to get more revenue out of your website traffic?
• How important is it for you to improve your website conversion rates?
• Do you need to increase website traffic and visitors?
I am not interested.
We are not making any changes.
We already use someone right now.
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
NAME DROP
PRODUCT
INTRO
CLOSE

25. I understand. If I could ask you real quick:
• Do you currently have someone that can make changes to your website?
• Are you currently working with a web design agency?
• How happy are you with person working on your website?
• When was the last time you refreshed your website?
• How much traffic are you currently getting to your website?
• What CMS platform is your website built on?
• When was the last time you considered redoing your website?
• How many different websites do you currently have?
• Are you the person to that makes decisions regarding your website?
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
NAME DROP
PRODUCT
INTRO
CLOSE
I am not interested.
We are not making any changes.
We already use someone right now.

26. VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
NAME DROP
PRODUCT
INTRO
CLOSE
I understand. A lot of businesses that we work with are having issues with:
• Need to generate more revenue through the website
• Website visitors are not converting to customers
• There is a need to increase website traffic
Are you concerned about any of those?
I am not interested.
We are not making any changes.
We already use someone right now.

27. Sure, I can do that. So that I know what best to send you, could ask you real quick:
• How important is it to get more revenue out of your website traffic?
• How important is it for you to improve your website conversion rates?
• Do you need to increase website traffic and visitors?
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
NAME DROP
PRODUCT
INTRO
CLOSE
Can you send me your information.

28. Gatekeeper Tactics
Gatekeeper Objections
2 Types of Gatekeepers
Mindset

29. • Limited organization knowledge
• Often less experience and skills
• Subjective screening
• Chaotic work environment
• Deep organizational knowledge
• Often very experienced and sophisticated
• Objective screening
• Less chaos
Front-Desk Receptionist Executive Assistant
2 Types of Gatekeepers

30. Gatekeeper Tactics
Gatekeeper Objections
2 Types of Gatekeepers
Mindset

31. • It has nothing to do with you
• They are rejecting your company and product
• They are just dong their job
• Their job is very difficult and unpleasant
Don’t Take it Personally

32. Key Takeaways
• Understand the gatekeeper
• Don’t sound like a salesperson
• Treat the gatekeeper like the prospect
• Deflect objections to keep the call going
• Don’t let the gatekeeper get to you

33. Week 1: Introduction to SMART (Chapters 1 - 2)
Week 2: Consultative Selling (Chapters 3)
Week 3: Building Your Consultative Sales Message (Chapters 4 - 9)
Week 4: Creating Sales Scripts, Emails, Voicemails, and Objection Responses (Chapters 10 - 15)
Week 5: Managing the Sales Process (Chapter 16)
Week 6: Cold Calling (Chapter 17)
Week 7: Email Prospecting (Chapter 18)
Week 8: Voicemail Strategy (Chapter 19)
Week 9: Getting into New Accounts (Chapter 20)
Week 10: Dealing with Objections (Chapter 21)
Week 11: Getting Around Gatekeepers (Chapter 22)
Week 12: Qualifying the Prospect (Chapter 23)
Week 13: Closing (Chapter 24)
Week 14: Networking (Chapter 25)
Week 15: Prospecting on LinkedIn (Chapter 26)
Week 16: Improving Mental Strength (Chapter 27)

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36. SMART
Sales
System
S
M
A
R
T
ales
essaging
nd
esponse
actics

37. Sales Tools (Scripts)
Call Scripts
Email
Messages
Voicemail
Scripts
Objection
Responses
Meeting
Scripts
Sales
Presentation
Sales Message (Sales Pitch)
Product
Target
Buyer
Type
Value
Points
Pain
Points
Pain
Questions
Name
Drop
Examples
Sales Tactics and Processes (Tips)
Cold Calling
Cold
Emailing
Voicemail
Strategy
Objection
Handling
Dealing with
Gatekeepers
Meeting with
Prospects
Qualifying
Sales
Process
Networking Closing
Level 1
Level 2
Level 3

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