I hear and read lots of advice regarding tactics to enter an account. Much of it is quite good, some of it is great, and some of it is absolutely terrible. The foremost pieces of advice I’d place into that last category all have to do with prospecting; namely, how to get past a gatekeeper through the use of manipulation and lies. Since I read so much of this stuff, I decided to write this article about honesty in prospecting, or, more specifically, why lying to gatekeepers is a terrible idea.
As a salesperson you come across gatekeepers every single day, and you’re probably frustrated with them by now. These are the people who stand between you and the decision maker: secretaries and personal assistants, and even receptionists or switchboard operators. There are hundreds of schemes and tricks out there to get past the gatekeeper, and most of them don’t sit well on anybody’s moral compass or will permanently sour your relationship with them. I’ve had experience in many markets across a number of fields, and I’d like to give you my top 5 tips on how to deal with gatekeepers.