If you are in advertising sales there is a good chance you run in
to gatekeepers on a regular basis.
Gatekeepers can deter and discourage the sales psyche, but don’t lose hope! Here are two ways to effectively deal with the gatekeepers that stand between you and that next sale:
The Mike Brooks Method – SAY PLEASE
Brooks states that a gatekeeper’s job is to prevent you from wasting their time and, more importantly, their boss’ time.
Being less than transparent to get around the gatekeeper will only make it worse and send a red flag to the gatekeeper to screen you.
Brooks suggests being polite, upfront and direct about why you are calling. [Read more…]