In many organizations, to get to the decision-maker, you have to get past a gatekeeper. So how do you get to them? Getting past that gatekeeper is a common challenge among salespeople. But we wanted to change that. So we brought in EksAyn “Eks” Anderson, the man who’s got the key to the metaphorical gate. And on today’s episode of The Sales Evangelist, he shares his strategies to get to your decision-makers.
Eks is more than just a salesperson.
- In addition to speaking, training, and coaching for different organizations, Eks is also the author of The Key to the Gate.
- His book is an excellent resource for anyone who encounters difficulty reaching their desired decision-maker.
Why people have a hard time getting to the decision-makers:
- Decision-makers don’t have time to talk to every single salesperson or person who wants a meeting.
- They employ gatekeepers (like a secretary, receptionist, or employee) to weed out people who might be wasting their time.
Strategies to get past the gatekeeper:
- Know that no organization is the same. What might work at one place might fail elsewhere.
- Apply the principle of positive reinforcement. When somebody does something helpful for you, reward them immediately.
- Start higher than you think you need because influence flows downhill. If you’re in doubt about where to start in the organization, call the higher person than you think you need. Often, they’ll know who to speak to be in a position for success.
Is cold calling dead?
- It’s so easy to send mass emails or LinkedIn messages. And from a decision-maker’s perspective, they might want a service but have no time to wade through the immense amount of communication they receive each day.
- To find more success, differentiate yourself from your competitors. Something as small as complimenting the secretary or researching some quick facts on your phone could make all the difference.
- When the person you talk with provides names of others within the organization, note those names and their positions within the company.
- If you understand the team and their positions within the organization, you’ll give a sense of deep familiarity with the company.
Eks’ final takeaway? Find out the principles of human relations to sales and then base your techniques around principles that work. If you understand certain principles, you’ll develop a thousand techniques to apply that principle. Techniques work because they’re backed by real principles. Connect with Eks through his website on www.xfactoredge.com or call him directly at 801-669-2425.
This episode is brought to you in part by Skipio.
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Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.