Over the years, many salespeople have told me one of their biggest obstacles is when they encounter the gate-keeper on reception. What do they fear that causes so much anxiety?
The fact is we will always come into contact with gatekeepers. And yes, we may be asked a number of questions and sometimes they will prevent us getting through to the decision maker.
Yet, we need to remember it’s their job to screen calls. We should accept it and be prepared to work out the best way to deal with these situations and win them over. So, how can we do this?