There are usually numerous creative ways of getting beyond the gatekeeper. You may well notice that you construct a few techniques yourself after you have spent ages functioning in sales. Nevertheless, the one thing you should never do to get past the gatekeeper is lie concerning who you are and why you're calling. A mistruth may possibly get you through the gatekeeper, but as soon as the prospect finds out the truth, you will never be able to sell to that firm.

Occasionally I ask telemarketers to provide me a definition what a gatekeeper is. Most say to me that it is a man or woman who helps to steer clear of wasting time.

Most forget that gates can open and close. The true definition of a gatekeeper’s job is really making sure that the supervisor allocates his time effectively.  Your appointment setting or sales campaign will not be effective if you can master this fundamental principle.

It is necessary to remember some straightforward rules:

1. The man or woman who answers the phone call is a client.

2. The gatekeeper will certainly categorize me as in or out.

3. The receptionist's job is to assist the boss to do a more desirable job.

Most decision makers handle their follow up phone calls with the gatekeeper's suggestions in mind.

For particular reasons, you seem to have been coached to observe the individual answering the phone as a restraint to getting where you wish to be. Even so, this individual can be your resource. And, given that she chooses whether you get through, she is in control of the discussion. Regardless of how clever you are, or how fantastic your merchandise is, in spite of how badly your prospect requires you, or how much capital you can earn or spare them, if the secretary doesn’t put you through, you will most likely get nowhere fast.

Whole courses and routines have been dedicated to getting through the gatekeeper. It can be very easy to forget that this person is a human with a duty, and she is actually glad to guide you.

The bottom line is that you are never going to make a sale to a decision maker if you cannot get beyond the gatekeeper.