| Put pencil to paper and list every single | | | | Don't wimp out like a lesser pup and say, "Oh, |
| sales-stopping objection that spews from the | | | | okay." |
| mouths of gatekeepers. Know what you'll find? | | | | Stay in the game, with these words: |
| Literally, dozens of objections that subtly challenge | | | | "Great! What's a good date to reschedule?" |
| the appropriateness of you scheduling an | | | | When a "bulldog," gatekeeper says: "I'll put you |
| appointment in the executive's office. | | | | through to voice mail." Don't even let yourself be |
| Ah, but here's the good news... | | | | banished to voice mail jail with a pathetic response |
| When you're greeted with "buyer's resistance" all | | | | of "Okay." |
| you need to do is get rid of the "resistance" and | | | | Hold your ground and say: |
| you're left with...a buyer! | | | | "He isn't in? Great! What's the best time for me |
| You can kiss that hangdog look goodbye and wag | | | | to contact him by phone?" |
| your tail with excitement, because contrary to | | | | When the executive assistant relays, "The |
| popular belief, objections are buying signals. You | | | | executive isn't here right now. Do you want to |
| gotta know that when your prospect's | | | | leave a message?" Don't give an answer that'll |
| gatekeeper throws out an objection to your | | | | keep you chasing your tail and running in circles |
| request for a meeting with her Top Dog, she's | | | | like, "No, I'll just call back later". Level the playing |
| drawing the line with a double-dog-dare. | | | | field. |
| The gatekeeper wants you to convince her that | | | | Posture yourself as one big dog talkin' to the |
| her executive needs your product/service. That's | | | | office of another with these words: |
| right, part of her job is to look for sales pros with | | | | "Great! Thanks for your help. My name is . . . my |
| products and services that her executive needs. | | | | number is . . . I'm calling to schedule a |
| Objections to scheduling sales calls are predictable. | | | | twenty-minute meeting to see whether or not |
| Yep, you can count on the same objections to | | | | we can save 20% of your (name your |
| greet you again and again and again. More good | | | | executive-level prospect's significant expense). |
| news -- there are words to overturn these | | | | What's the best date for me to follow up with |
| temporary obstacles to your sales calls. You just | | | | you?" |
| need to learn what they are and remember: | | | | Then, when the Gatekeeper insists, "I'll need to |
| Your success hinges on your ability to give those | | | | check this out with my executive first" be |
| overturns as needed. | | | | thankful she's following through with your request. |
| What words will grease the hinges and open the | | | | But don't forfeit control by saying: "OK." Keep the |
| gates for your Top Dog sales calls? | | | | ball in your yard with the words, "Great! I |
| I'm glad you asked and am delighted to tell you. | | | | appreciate your help. What's a good day for me |
| But hey, don't be deceived by the simplicity of | | | | to follow up?" |
| the answers. I'm serious. To value the complex | | | | There's appointment-scheduling power in these |
| simplicity of these effective overturns, you'll want | | | | words. |
| to be sure to write down the words you say | | | | You'll move to the head of the pack with an |
| when the gatekeeper gets in your face with | | | | outrageous number of executive-level, Top Dog |
| these overturns. | | | | sales calls as you commit to keeping effective |
| Compare those words to the overturns that | | | | overturns to predictable objections on the tip of |
| follow -- then do an "effectiveness test." That's | | | | your tongue. |
| right, make a couple of calls, use your current | | | | And know you'll be able to consistently trot on |
| overturns. Make a couple of more calls and use | | | | through open doors when you understand and act |
| the overturns below. I guarantee you'll be | | | | on the knowledge that the difference between |
| surprised at the simple, yet effective, ways these | | | | getting into the executive suites and sitting on the |
| overturns get you past the gatekeeper and into | | | | outside panting and howling at the gatekeeper is |
| the executive suites. | | | | the words you speak during your prospecting call. |
| Here we go: | | | | Forward this article to friends--they'll thank you |
| When you hear the words, "We have to cancel | | | | for it! |
| our appointment with you." | | | | |