Don’t assume the gatekeeper is only the gatekeeper

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Delayed Gratification
This emotional intelligence skill consists of the ability to put in the work to get the reward. In our instant gratification society, salespeople are being taught to expect sales success without putting in the time or work.

For example, building referral partners is a great strategy that produces warm introductions to prospects. The result is shorter sales cycles and increased close ratios. Many salespeople don’t execute this strategy well because it takes time to build a relationship.

Practice The Habit of Creating Trust
Successful salespeople practice the habit of giving in order to build relationships. They make deposits in their potential referral partner’s ‘emotional bank account’ in order to create trust.

The deposit might be giving a referral, inviting your partner to events, and taking time to educate them on how and why you do business. They put aside their need for instant gratification and do the work in order to earn the reward.

Harness the power of your brain. Focus, practice, and panama telegram data develop your delayed gratification skills.10 Foolproof Tips For Getting Past Gatekeepers
Every salesperson faces gatekeepers on prospecting calls. And every salesperson wants to get past gatekeepers.

Beating Gatekeepers At Their Own Game
One of the toughest prospecting challenges is simply getting connected to the right person. The number of roadblocks seems to grow more each day, and yet the task remains the same — to reach the decision maker.

Often, a gatekeeper stands in your way of that mission. You have to know the keys to beating gatekeepers at their own game by outmaneuvering them.

Don’t Assume

Many times the gatekeeper is the decision maker; they are just not going to let you know they fill that role. If in doubt, ask them the same questions you would if you knew you were talking with the decision maker.