Cold Calling: Quit Pitching the Gatekeeper

I was talking with a customer last week concerning a few of his new workers. He informed me that a few of them are having a hard time to get across decision makers, as well as he assumed it was since they were “pitching the gatekeeper.” I listened to a few of his telephone calls, and he was ideal! Below is the blunder: Lots of sales associates have actually never been taught the proper method to handle gatekeepers, so after being evaluated out by them, they take the perspective that “So they (the gatekeeper) knew how much this would certainly profit the (choice maker), then they would certainly put me via!” So they begin pitching them …