The Sales Archive real techniques, real sources
Entry 033 of 93Common practice

Getting Past the Gatekeeper

Win over the assistant or receptionist as an ally rather than an obstacle to reach the decision-maker.

How it sounds

  1. Buyer What's this regarding?
  2. You Treat the gatekeeper as a person with influence, not an obstacle.
  3. You Answer honestly, and leave a message worth carrying to their boss.
  4. Result You get transferred instead of screened out.

The rest of this entry is in the full archive

  • Why treating the gatekeeper as an obstacle is the fastest way to fail
  • Openers that get you transferred instead of screened out
  • How to leave a message a gatekeeper actually passes on
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  1. Call me after the holidays.
  2. Makes sense. Are we talking early January?
  3. I'll put Thursday the 8th in and send a short note before then.
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  2. Uncover the full decision-making group during discovery, before this surfaces at the close.
  3. Arm your champion with what to hand them and what to say when you're not in the room.
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  1. I need to think about it.
  2. Of course, it's a real decision.
  3. Just so I know I've covered everything, what's the part you want to think through most, the price or the fit?
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