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Thinking how can you pass the corporate gatekeepers? Check this out

The usage of contact center software solutions has aided companies in improving their revenue by bringing the corporation and its consumers closer. While it is simpler to contact the individual with a fine product and a good script, things turn difficult when connections need to be made in a large scale organization. This is because of the presence of “gatekeepers”. Find here how you can pass them easily

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Thinking how can you pass the corporate gatekeepers? Check this out

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  1. 6 Tips to Pass the Corporate Gatekeepers Successfully

  2. Introduction • “Corporate Gatekeepers” are usually at the front desk in the company and are responsible for the daily routine of the executives. • Hence, they are very vigilant when they pass on any call to their bosses.  • This is why they act difficult when talking to the inside sales agents. • Consequently, most of the times, the agents hate talking to them and hence, try to avoid them.   • In small companies, they exercise a huge influence over the boss’ time and priorities. • Therefore, it is vital that you convince the gatekeepers and maintain a warm relationship with them.

  3. Tips to Pass Through Gatekeepers • Presentation Agenda: • Make it personal • Do not sell to the Gatekeeper • Adequate preparation • Act confident • Request for their help • Be genuine

  4. Make It Personal • It is crucial to understand that the lower staff is just doing their job of screening out calls who they think might waste the time of their boss. • Always treat them with respect and look at them as friends, instead of allies. • Give special attention to relationship building with the buyers. • When you strike a rapport with the purchasers you may win over the gatekeepers. • Try to break the ice using affectionate greetings. • Address them using their first name as this will make your interaction more personalized. • Never try to enforce your decisions or opinions on them.

  5. Do Not Sell to the GateKeeper • It is important to understand that they do not have any decision powers. • At the most they can advise their bosses, but they cannot assure the purchase. • Generally, the callers are under the assumption that in case the gatekeepers like their products, they can help them flow through the deal. • As a result, they start their pitch right at the beginning of the call. • However, this can have an unfavorable impact. • This is a waste of time for both the parties.

  6. Adequate Preparation • Never try to do random calling without any research. • The gatekeeper will often try to put you in a spot in order to judge how well have you researched for the conversation. • They can try to test your knowledge about the product by asking few technical questions. • Hence, it is essential that you are well versed with the product and its functionalities. • It is also important that you know few details about the decision maker and his organization as well. • Always choose the best telemarketing software that allows you to access the purchasing history of the individual. This will help you to understand their needs and preferences better and you can contact them with the product that you think will be beneficial to them.

  7. Act Confident • Your voice and tone of expression are the only ways through which you can engage them in the interaction. • It is necessary that you remain calm during the conversation. • Warmly greet the person on the other side and bring warmth to your tone. • Never, become rude with the subordinates. • Be cheerful and positive when you talk to them. • Acknowledge the pressure of the role they play. • The more you behave well with them, the greater are the chances of you managing to talk with the decision maker.

  8. Request For Their Help • It is important that you strike a good rapport with them and extract the important information. Check your facts with them. • Ask simple, non-intrusive and open-ended questions so that they can effectively be engaged in a conversation. • Do not presume that the gatekeeper will open up all by himself. • It is also essential that you do not become too pushy for answers. • Posing too many questions at once will make you look desperate. • Make sure that your tone is intrusive. • They will be more than willing to share the information in case they find you genuine.

  9. Be Genuine • Try to gather as much information as possible from the gatekeepers. • Always ensure to provide genuine details about yourself to them. • If at some point of time they find out about your lie, it can prove to have adverse effects. • Hence, it is important that you are always honest with them.

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  11. Thank You

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