Script for working with gatekeepers

Getting past gatekeepers is an art. Instead of seeing them as a passthrough to the decision maker, treat them like the client and ask them for ADVICE. When you ask for advice or coaching, it humanizes your call and you’re more likely to create an advocate.

Here is a sample script: 

THE INTRO: Hello, my name is James Tordance. I was wondering if I could get some coaching from you. My firm are experts at helping [Target Title] grow revenue. We do this through our proprietary training. [IF YOU WORK WITH THE COMPANY NOW, ADD THAT HERE]. I'm trying to reach Bob Brown.

THE VALUE: When I connect with Bob, I planned to share with him what his peers are doing over in the [Division/AREAS name HERE]. (REPEAT GATEKEEPER’S NAME AND THANK THEM).

THE ASK: I’d like to speak with [NAME OF PROSPECT]/person. Can I collaborate with you, [GATEKEEPER NAME] to arrange that?

To learn more about helping salespeople move through prospecting obstacles or to provide training for your team, contact Bill Walton at bwalton@billwaltonsalestraining.com.