A person performing the role of a gatekeeper has one purpose: to protect the decision-maker’s time. And it’s the salesperson’s job to help the gatekeeper realize he or she’s important enough to earn a meeting with the boss.
A recent survey asked 50 telephone gatekeepers how they determined who gets through to a decisions-maker. The top answer was “People I like.” So treating whoever answers the phone with respect is in the salesperson’s best interest. This person is very close to the decision-maker and has a lot of valuable information. So work with him or her to establish a friendly rapport.
Four tactics to pass along to your sales reps: