hey welcome back to another sales training module inside of the worldclass sales training system Now listen before we kick this off for anybody that cold calls I want to start off with this How do we get past the gatekeeper I mean this is probably one of the most struggling things for sales people because they always have resistance And if if you can't get through to a gatekeeper especially if you're in B2B or B TOC sales you know you can't get through to the gatekeeper then you can't get to your DMU which is your decision-making unit And usually when you start off these people okay control everything because they're you know they have duties and responsibilities to block off all the calls from salespeople like us They actually have some of the most resistance possible So I want you I want you guys to write down one thing before I even teach you the word tracks I want you to write down one thing that how a gatekeeper operates I want you to think of a gatekeeper for a second Okay Think of a gatekeeper They are number one they are treated sometimes nice by everybody Hey Linda how you doing Everybody greets them inside the office Right Now since everybody greets them they're also used to on the reverse side if they're a gatekeeper if they're a secretary or if they're an assistant they're also used to do one thing taking orders Okay They're used to taking orders all day Okay Which is order taking Hey by the way Janet can you go do this Hey Vanessa can you go call this person Hey Vanessa don't tell people to come through Hey Vanessa if this person calls tell them when I'm there Hey Vanessa can you go do this Hey Jeremy can you say this Hey Jeremy did the shipment come in They're used to responding to orders all day by upper management That's a gatekeeper So number one they're treated nice There's a reason why I'm saying this Number two they're used to taking orders and listening Okay That's what their subconscious program is you know programmed to do all day Especially if somebody's you know in that job 8 to 10 hours a day sometimes six to seven days a week if they're an executive assistant That's all they're used to Uh Jeremy go do this Bob go do this Richard go do this Vanessa can you say this Vanessa can you block that call They're used to it Okay Then the third thing is this They understand their role Their role is to be a secretary a gatekeeper an executive assistant an admin assistant They know their role is not to make financial decisions that can impact the company They're there to you know gatekeep calls They're there to take orders but they're not there to make you know impactful decisions that can financially economically you know impact the company positively or negative They're not there to make decisions So there's a reason why I'm telling you that because it goes in now that you understand the roles and the personality of the gatekeeper It's very easy for us to contact that individual and to get to the decision-making unit and if not at least get a little bit of data So the role of the gatekeeper for you as a salesperson is to either do one or two things You have to move the needle forward Moving the needle forward means one or two things Number one getting past the gatekeeper and getting to the next decision maker inside of the company that you want to speak to regardless of what you're selling or getting extra information If not you haven't move the needle forward inside of your sales conversation So Daniel how the heck do we get past the gatekeeper I don't know Let's take any single product right now Okay let's imagine you sell health and wellness Like you sell um health shakes okay you sell health shakes that you know you would love to be in every fitness trainer's hand is in every side of gym inside of your you love your health shakes because you have this affiliate health shake that you know if you get them inside of gyms other gyms can sell them and you get paid a commission Or maybe it's your own health shake Okay let's start off with health shakes right now for example And you can kind of customize this and craft it into your own you know business product or offer So watch this I'm selling health shakes and I call you know uh 365 XYZ health gym Ring ring ring Gatekeeper picks up Secretary picks up Hi uh who am I speaking with Or hi this is XYZ gym Who am I speaking with This is Daniel Who This is Daniel Who am I speaking with First thing I do is I ask for the name This is Daniel Who am I speaking with Goal number one Don't let the secretary ask you a question You don't ask the secretary or the gatekeeper back a question It's hot potato right now This is Daniel Who am I speaking with Um this is Carly Carly So number one I'm going to get the name Why Cuz if I ever have to call back I know Carly Carly's my friend Is Carly there You always get the name of the gatekeeper Number one Number two I'm Because this is called building up my customer profile I got another name You move the needle forward Even if you didn't do one or two you still got the name now of the gatekeeper Carly how you doing on the next call right So number one I got the name Number two hey Carly listen I'm looking for See listen Hey Carly Look listen I'm looking for a little bit of support I'm looking for a little bit of support Um I'm sitting down at my desk right now My executive assistant Vanessa just put something on my desk this morning um with your guys Jim and profile on it right now So what I'm doing I'm creating the scenario because my words create a visual See my words are now creating the posture that I'm a boss I'm the boss Hey by the way I'm sitting at my desk right now And you could do this for any single product offer service I'm sitting down at my desk right now My executive assistant just put something across my desk with your profile and your gym My words are creating this scenario that this is I'm the CEO I'm the boss I have an executive assist Hey I could be in my bedroom right now calling people You got to dictate your posture your energy on the call your rank and your title on the call by the words that you say Hey I'm sitting down right now I just got something you know put across my laptop or my desk right now It's your profile and it's your gym Um and now so that's the scenario I gave them the scenario I gave him the scenario So inside of their head okay he's a boss This sounds like a boss I'm just looking at this right now And you guys are XYZ 365 Jim quick question Carly are you the person in charge or who may be in charge when it comes time to I don't know if you know what happened you know over the last three months of all the product you know recall or everything that's happening with the chemicals inside of the products that a lot of gyms inside of the surrounding area are using that is causing xyz inside of those products um who's in charge or is it your area of responsibility when it comes time to dealing with those you know product recalls or the product inventory inside of the business Is that your area of responsibility or is it somebody else Uh Carly saying uh uh oh business decision that's not me I'm not supposed to make decisions that financially economically impact the company positive and negatively Uh oh customer inventory something big Is that your area of responsibility or is that somebody else inside of the business See that's called setting the hook I use the hook related to my product My product solves this is how you set the hook Everybody has to know what a hook is My product okay has natural benefits inside of the product Natural you know uh ingredients inside of the product Other products have all these chemicals toxins So now I'm setting the hook saying and I could say this to anybody I can set the hook saying this is what our product does This is what other product this is what happened with other products I'm setting the hook for my product It's called creative hooking Now they're saying and then I asked is that your area of responsibility or is that somebody else or who may that be Is that your area of responsibility or who may that be Now she's oh that's not my area of responsibility Oh no Um that's watch She's gonna respond That's Jennifer Is who who's Jennifer Jennifer is the general man of the gym Now I'm not going to say um okay is Jennifer in right away I'm going in for the ask Okay Hey who's Jennifer Jenner's the general manager of the gym Hey please kindly put me through to Jennifer right now I needed to be on a phone call with her like as of yesterday Can you kindly put me through to Jennifer There's the command I'm not saying uh is Jennifer available Boom Sales call resistance goes up You see how I said "Can you kindly put me through to Jennifer?" I had to get through to her before I jump on my next appointment like 15 minutes ago This is important Uh yeah right away That's how you get through the gatekeeper I'm saying "Hey by the way I'm respectful." High energy in the beginning Who am I speaking with Oh this Carly Uh what can I help you out Look I need a little bit of support I'm just sitting down here My executive assistant put something across my desk Um and I don't know if this is your area of responsibility but I don't know if you heard about all the product recalls that are happening with all the toxins inside the hellshakes that a lot of gyms are using inside of the nation Is it your area of responsibility when it comes time to you know uh the product recalls and the product inventory or is that somebody else who may not be inside of the company Oh that's Jennifer Who's Jennifer Uh Jennifer is the GM Can you kindly put me through to Jennifer I actually had to get through to her like 15 minutes ago before my next meeting Do you see how by the way I just use a random scenario and because I understand the the process and I understand the process of the words and not just the words I was able to say it freely on the second time around And by the way there's no cuts and edits There's no fancy cuts edits and chops right now I just said exactly what I said in five minutes of training with you guys in 30 seconds because I understood exactly how gatekeepers secretaries assistants admin assistants executive assistants how they operate Try that out And by the way if they don't give you okay if they don't pass you through the best thing to do get their contact information Try to set up a meeting but at least get their contact information So on the next call with the gatekeeper you can go back in and say "Carly it's Daniel." or who am I speaking with This is Linda Hey Linda just spoke with Carly yesterday I need to get through to Jennifer Can you kindly pass me through to Jennifer Because on the second time around now at least you have Jennifer's name which is the GM And they're going to be like "Oh he knows Jennifer Just pass me through to Jennifer." You either get the appointment you get the name you call them back the next day or the same day of and you go for the next attack Hopefully this helped you out and I'll see you in the next module