3 simple questions to get past the gatekeeper

I get this question all the time: How can I get past the gatekeepers? How can I reach decision makers?

And typically, it's either very junior sales reps, or very unsuccessful senior sales reps.

Let's start with a bitter truth:

It's your fault.

If one of your biggest sales challenges is that you're not getting past gatekeepers, then there's 100% only one person to blame: you.

And I'd like to tell you that this is a question of skill or training.

But it's not.

It's about your attitude.

It's about how you view other people.

A gatekeeper isn't a gatekeeper. Their job isn't to prevent you from doing your job. Their job is to create value for the organization that's paying them. And that means that they have to protect the time of the person you're trying to get through to: the decision maker.

But more than that: they're human beings.

And this has nothing to do with moral. This is about pragmatism.

I'm not telling you you should change your attitude because it's the right thing to do. (Although it is.)

I'm telling you to change your attitude because that's what you need to do to deliver results as a sales person.

Stop looking at gatekeepers as gatekeepers thought you need to get past. Instead, think of them as a prospect that needs to learn why it's in their own and their organization's best interest to put you in contact with "the decision maker".

There's a very methodical approach that can help you to shift your mindset.

It's the key to learning how the most successful sales pro's "get past the gatekeepers": They ask these three questions:

1. What's in it for them?
2. Do they trust you?
3. What are their objections?

Want to know how to answer these questions to get through to decision makers? Click here to find out.