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4 Tips on How to Get Past The Gatekeepers

If you’re in B2B sales, you’ve probably battled a gatekeeper. They can make or break your sale. This is especially true of B2B mid-market sales. Gatekeepers hold the keys to the kingdom. If they don’t see an opportunity, they can ensure no one else sees it either. That’s why we call them gatekeepers.

Without a doubt, B2Bs hate gatekeepers. They frustrate salespeople and hurt business relationships. The real trick is finding ways to overcome these obstacles. If you’re interested in selling to B2B companies in the future, it’s essential to know how to get around gatekeepers.

4 Ways to Get Past the Gatekeeper

You can’t just pick up the phone and call to accomplish this. Gatekeepers live to prevent salespeople from getting through. Here are four ways to bounce over, under, and around gatekeepers to reach prospects you otherwise couldn’t.

Whether a receptionist or an account manager, a gatekeeper is designed to keep you out. They’re tasked with filtering visitors, calls, and emails from prospects and determining if the person you want to reach will be willing to listen to what you have to say.

Respect the Gatekeeper

#1: R.E.S.P.E.C.T.

A gatekeeper has control over whether or not you can speak with your prospect, but they don’t have to be the end-all-be-all of decision-makers. Most gatekeepers are just doing their job—managing their boss’s schedule and ensuring they don’t get interrupted by unnecessary people.

You can win over gatekeepers by showing them that you value them as an essential part of the process and that you’re not just trying to get past them so you can sell something. You need to have a sense of empathy for their role in the company and understand how much they must be juggling on any given day. That way, when they say no, it won’t feel like a rejection from someone who doesn’t want to hear from you at all—it’ll feel like a rejection from someone who does want to help but just doesn’t have time right now!

#2: Make It Personal.

1. Handwrite a note.

If your prospect is someone who cares about personal touches, this can be an excellent way to break through their defenses.

2. Make an appointment in person.

If you’re able to arrange an in-person meeting, do so! It’ll help show that you’re serious about wanting to have a conversation with them, which can go a long way toward getting past their defenses (and gatekeepers).

3. Send swag!

If your prospect is the type who responds well to gifts or small tokens of appreciation, send them some marketing swag as soon as possible after making contact with their gatekeeper—it’ll help show that you’re serious about wanting them as an account

Changing Your Perspective.

#3: Changing Your Perspective.

Every gatekeeper is a resource. Each of them has access to valuable information. They know where your prospect is, their schedule, phone number, and much more.

You must view each gatekeeper as a resource rather than an obstacle. Viewing each gatekeeper as an obstacle can lead to some frustration if you’re not careful. Asking for the name of someone’s assistant can be an excellent way to get around this problem and make sure you have the right person on the line when you call back.

You should also try to be polite and respectful when dealing with gatekeepers. Remember that they are people too and may be working in an uncomfortable situation themselves (for example, fielding calls from angry customers). Don’t take it out on them just because they’re not letting you through!

If you’re having trouble getting through to someone by phone, try sending them an email instead or following up later in the day when their schedule might be less busy.

 Bypass the Gatekeeper.

#4: Bypass the Gatekeeper.

If you have a sales team, they probably spend most of their time on the phone and emailing leads. They may be spending more time doing this than they are selling.

You should be if you’re not using a CRM (customer relationship management) system to track your contacts. But even with a CRM, there are still plenty of people who aren’t using it as effectively as they could be.

Gatekeepers will always exist in some form or another — whether it’s a secretary or someone else who answers the phone or screens your emails — so it’s vital for you to find ways around them if you want to get through to decision-makers

The most effective way to bypass gatekeepers is to invest in sales data. Partner with a B2B data provider, such as Pipeline Signals, to secure your most important prospects’ direct dials and email addresses.

Once you have these contacts, send them an introductory email explaining who you are and why you’re reaching out. If they respond, it’s time to start building rapport and working on establishing a relationship over time.

Another approach is to research your prospective company and find out what their employees are talking about online. Look for groups or communities where they participate and join those groups yourself. This will allow you to engage with them online in a more organic way than sending an email cold call — which could see it as spammy or intrusive (and therefore not read).

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How to Effectively Manage Objections in Sales Conversations

Almost every prospect you speak with has sales objections or reasons for not buying your product. If they didn’t have qualms about the price, value, applicability to their situation, or purchasing ability, they would have bought it already.

While dealing with objections is an inevitable aspect of the sales process, it may be a significant stumbling block for moving prospects through the pipeline. Accepting the complaints and sending a breakup email right away may be tempting. If you’re going to be successful, you’ll need to learn how to find and overcome these concerns.

What is a Sales Objection?

Any concern a prospect expresses about a barrier impeding their ability to buy from you is a sales objection — an unambiguous indication that you’ll need to handle more areas of the buying process than you thought.

According to Brett Trainor in an Expert Talk, customer objections are a sign that they don’t grasp your value or your ability to solve their problem. When customers raise objections to a purchase, it’s a sign that they’re interested in what you’re offering. They enquire, demand more information, and express their worries.

Instead of being afraid of sales objections, learn to see them as chances to move your sales process forward.

how to deal with sales objections

How to Deal with Sales Objections

While objections are one of the hardest and more unpleasant aspects of sales, they are not necessarily dead ends. Let’s look at how you can get around these potential stumbling blocks.

Taking care of objections 

Dealing with objections is an inevitable and frustrating part of the sales process. The process entails specific actions and skills that every salesperson should be familiar with. Situational awareness, gathering background knowledge, leading with empathy, and asking intelligent, open-ended questions are just a few.

assessing the situation

Being aware of the situation

There’s no one-size-fits-all approach to managing objections that will address all of a prospect’s concerns. You’ll need a good sense of where you are in the sales cycle, the kind of the deal you’re chasing, and your prospect’s demands and interests, among other things.

Understanding the conditions that shape a prospect’s objections is critical to effectively addressing them. As a result, you must retain situational awareness as your talks with a prospect proceed.

Getting a lot of background information

This argument follows the previous one: comprehensive background information informs effective, actionable situational awareness. Investigate your prospect’s company and, to some extent, the prospect themselves.

What are the company’s current challenges? What problems do the prospect’s industry peers regularly have? If you’ve previously worked with similar-sized firms, try to recollect their concerns.

And, in the event of your contact, be aware of their responsibilities. What authority do they have to make decisions? Daily, what areas of the company’s operations do they deal with? What are the most common issues that someone in their job faces?

If you know all of this and more, you’ll be in an excellent position to answer objections gracefully.

sales leadership skills

Empathy in leadership 

Objections are a normal part of the sales process, and they often — if not always — reflect legitimate concerns. When your prospects push back a little, you must avoid being visibly upset and impatient with them.

Every great sales effort starts with empathy. You shouldn’t sell to a prospect solely to make money; you should sell to them because your product or service is the best fit for their problems. As a result, you must always keep their wants and interests in mind.

You may set yourself up to anticipate and effectively answer their objections if you stay on top of their problems and circumstances and approach them with compassion and understanding.

Posing open-ended, thoughtful questions 

Every other element on this list can be bolstered by the capacity to ask meaningful, open-ended questions. If you want to comprehend and effectively resolve the objections raised by your prospects, you need to go to the bottom of their problems.

Asking them meaningful, courteous questions and providing the opportunity to address them thoroughly is an excellent place to start. Avoid queries that can only be answered with a single word, “yes or no,” and don’t be afraid to use silence to your advantage.

There could be more underlying objections that the prospect hasn’t expressed or has merely hinted at. Before you can react successfully, you’ll need to ask open-ended questions to assist you in uncovering all of the objections.

Allow your customers to express themselves. Determine their issues – and put yourself in a position to anticipate their objections.

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