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What is your best way to defuse a gatekeeper?

Is this a Sales Call? 


From time to time, our teams get tough gatekeepers incapable of transferring the call, suggesting to reach out via email and in some of the cases passing the call to the direct voicemail.


And always, there's the old good classic: "We don't take unsolicited sales calls - bye"


What is the best tactic/defusion that recently worked for you and your teams?

What's best?
Attached poll
*Voting in this poll no longer yields commission.
18
Boutdamtime
Opinionated
+3
Client Executive
I’m always as nice to GK as possible to the point where I actually hang out with a few still from my last gig. But that being said I used to sell med device and I used to make calls from inside the hospital so they would pick up from a number they recognized lol worked every time. But typically my approach is to call directly to the decision maker.
Jackywaky
Arsonist
+9
Sales Manager
I agree - polite until the end
cifu
Opinionated
+1
SDR
just be nice and friendly
CaneWolf
Politicker
+12
Call me what you want, just sign the damn contract
Befriend them! Nobody is ever nice to Doris. Ask her about her day, be polite, etc.
Jackywaky
Arsonist
+9
Sales Manager
nothing like the friendzone - I agree, GK are doing their jobs and certainly is not easy or fashionable dealing with ppl...
funcoupons
WR Officer
+11
Kahluapons
My preference is to avoid the GK whenever possible. Direct lines, cell phones, using the directory. 

If that's not possible, I'll try a few different approaches to try and get past them. I do not pitch GKs, because it's almost always a waste of time. If a company has a rock solid GK that will not let me through no matter what, I tend to move on pretty quickly.

I tend to have pretty good luck with GKs though, don't get blocked too often.
Jackywaky
Arsonist
+9
Sales Manager
Couldn't agree more with - never pitch GKs - imo, building rapport with the GK can be effective and also eases the process allowing you to get to the prospect.
funcoupons
WR Officer
+11
Kahluapons
How do you build rapport? Small talk, introducing your concept, etc?
Show 1 more replies
BO_
Fire Starter
SDR
Defuse. Overcome only results in negatives since you're trying to change someone's mind. 
No_ty
Catalyst
+5
Sales Dir.
Just give love to Doris
Jackywaky
Arsonist
+9
Sales Manager
always 
Lenca
Opinionated
+2
BDR
Right?
Show 1 more replies
ColdCallPro
Opinionated
+3
Account Executive
I do a lot of expansion sales, so I typically say "I am one of your vendors at (company name), and I am looking to connect with (contact name) regarding our new offerings."
Jackywaky
Arsonist
+9
Sales Manager
Nice - I like it. what if they tell you: "sorry we don't take unsolicited sales calls" (?)
TheRealVladimirPutin
Opinionated
+5
AE
"We've spoken with X a while back actually. Just wanting to reconnect. They should know what it's about."

If they still block you, move on
Show 1 more replies
SDMHGWarrior
Tycoon
+13
CEO
Send her flowers
No_ty
Catalyst
+5
Sales Dir.
someone smart
youKNOW
Politicker
+7
Sales Manager
USE THE FORCE......

j/k....anyway my opinion is that Gatekeepers don't exist. In a world where there are so many ways to get a contacts direct information, I honestly don't think that a GK is something to be worried about. If you have a name....you should be able to get beyond whoever it is asking who you are. If you come off confident enough with the reason for your call, 99.9% of the time they'll let you through.
Jackywaky
Arsonist
+9
Sales Manager
good one :D 
No_ty
Catalyst
+5
Sales Dir.
jedi mode
SabertoothSales
Opinionated
+4
Southeast Regional Manager
You gotta  bring value. Often times there's something you can help the GK with too - "I'll scratch your back if you scratch mine" kind of thing.
Jackywaky
Arsonist
+9
Sales Manager
that seems fair
iworkinchonies
Politicker
+3
Growth Enablement Manager
We run into GKs all day every day. The best way I've gotten past them is by being completely upfront with them rather than trying to sneak past. Saying "Hey (their name), this is (my name) with (company). I'm trying to get in touch with (prospect) to talk through a partnership we have with (company name). Are they around?" works well. 
Jackywaky
Arsonist
+9
Sales Manager
That's actually on point - thank you 
TheRealVladimirPutin
Opinionated
+5
AE
Get the prospect's direct line or mobile from Zoominfo or Lusha
One trick I used to do in my hard calling days. "Hi, was hoping you could help me. I'm trying to get hold of X. We've spoken a while ago. Old number I have for him must've changed. Do you know how I can reach him?"


You'd be amazed how often they just give you their mobile
Jackywaky
Arsonist
+9
Sales Manager
Better way to reach is by email - bye :( 
TheRealVladimirPutin
Opinionated
+5
AE
Won't work 100% of the time. If it doesn't, mark the prospect as having a difficult gatekeeper, move on, don't waste time in the future.
Show 1 more replies
SalesPharaoh
Politicker
+8
AM BDR
I don't know what you mean by avoid and ignore. Avoid gatekeeper without having a 2nd backup contact? 
No
Notinterestedclick
Good Citizen
Account manager
Being close with a "gate keeper" is qualitative not quantitative and should be treated as such. As a BDR it's not so important in my opinion as alot of the work is quantitative - but if you're anything above an AE and your customer has an Executive assistant or someone handling their schedule - get on good terms with them ASAP - it can make or break you. 
Jackywaky
Arsonist
+9
Sales Manager
ok :3
Lenca
Opinionated
+2
BDR
Always better to defuse being nice, a good tip is to remember the GK's name
Jackywaky
Arsonist
+9
Sales Manager
Send her flowers haha
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