Selling to Anyone Over the Phone

Gatekeeper Partnerships

As you can see, with several of the previous possible call scenarios, you are going to be challenged to have a conversation with an intermediary, who can intentionally, or unintentionally, make your job a lot tougher. You need to engage these intermediaries in partnerships with you—either temporary or long term, depending on the situation. And you generally have only a few seconds to process that situation and strategize the best course.

Use as much care with these gatekeeper situations as you would with your customer, but be careful to avoid the old schmooze approach. Watch what you say, because there is a fine line between cheesy and “please-y.” Cheesy will get you nowhere; please-y can earn you a partner who can make ...