Help Gatekeepers Decide To Let You In

By Sharon Drew Morgen

Contrary to what you might believe, the job of the gatekeeper is manager her bosses time by opening the gate as often as closing it. Do you deserve to get in? If she doesnt trust you, you wont. My secretary used to lose the messages of those folks she didnt like.

How do you get to be worthy of an open gate? Help the gatekeeper decide to choose you. Here are a few rules.

1. act as if shes in control. She is.
2. act as if shes smart she is. Shes getting paid a lot of money to know a lot of things so her boss doesnt need to know them. Treat her the same way as youd treat her boss.
3. dont try to get around her. You cant. She is your first client.
4. use Facilitative Questions to help her recognize you have a value to her boss.

Use questions that will lead her to understand that you are a resource. Questions such as:

How are you currently adding new sales skills to those you are currently offering your sales folks?
Rather than trying to get in or work around the gatekeeper, let her decide to give you an appointment. Ive gotten a lot of business from the gatekeeper. Try it.

Video produced by CanDoGo, www.candogo.com. Sharon Drew Morgen is one of the exclusive experts for CanDoGo, a company that delivers concise advice for sales, leadership, personal development, and motivation over the Web.

Category:

Education

Tags:

• gatekeeper
• sharon drwe morgen
• Facilitative Questions
• resources
• decide
• sales