What are some tips for selling to the gatekeeper?
• Many decision makers have a "gatekeeper:" an assistant or secretary who manages their daily schedule
• If you want tor each the decision maker, align yourself with the person who schedules this person's appointment
• Treat them with respect: learn their name and what they do
• Can be an important source of information: how buying process working, information regarding new development, help you make a preliminary qualification
• Treat the person as an expert by soliciting their views
• Use personal referrals from someone the prospect knows. If you have met the prospect previously, describe the meeting and tell gatekeeper why a second meeting would be beneficial.