To learn how to use your voice to increase your authority, confidence, and sales effectiveness, read Chapter 8 of Guerrilla TeleSelling, and look for the free offer at the bottom of page 59. The gatekeeper can be the receptionist, secretary, administrative assistant, spouse, or voicemail. The gatekeeper answers the phone and controls access to the rest of the organization. Most salespeople treat the gatekeeper with disguised contempt, but this would be a mistake. Guerrillas get them involved, because gatekeepers have great influence on the decision making process because they decide who gets considered.
Guerrillas treat gatekeepers with great deference and respect.
Sell to them first. Let them know what you can do for their organization, what problem that you can solve, and how you can make their headaches go away. Ask a favor. Then go on to ask who's the best person for you to speak to. Ask when would be the best time to call.