The key to unlocking gatekeepers

We all know how important it is to find the right person to speak to when you are selling.   But how to identify them and then how to get to actually speak to them can seem an unachievable nightmare.  These DM’s (or decision makers)  are almost always hugely difficult to get hold of, well protected by the people who act as their gatekeepers, with the magical power to keep the gate or door firmly shut in your face.

People blocking your way could include an old fashioned secretary or PA, an assistant, the receptionist or just about anyone in the office.  The thing they have in common is that they stay being “blocks”, till you have worked out how to make them your collaborator.  Here is a selection of my top tips for making them your best ally:

 

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