In the course of telephoning prospects you will come across PAs and secretaries whose job it is to keep you from talking to the decision maker. This person is affectionately known as the gatekeeper!

Sophia was doing some telesales training. She did a fair bit of cold calling, to sell cheaper phone calls.

When asked what her most difficult challenge was, she replied it was getting past the gatekeeper. She was referring to the secretary or PA who is tasked with keeping cold callers at bay. When asked why she find this the most difficult part, she said that the gatekeepers were often curt, even rude or obnoxious.

See if this sounds familiar:

Acme Widgets: "Good morning, Acme Widgets, how can I help you?"

Sophia: "Can I speak to the proprietor of the business please?"

AW: "What's it about please?"

S: "I want to talk to him about a new range of drinks machines we have on offer."

AW: "Sorry, she won't be interested! Thank you! Goodbye!"

End of conversation.

Sarah's complaint is "why can't they just have the decency to put me through?"

The gatekeeper is the one person stopping you from getting to the person you want to speak to, so it make's sense that we need to get the gate keeper on our side.

There are many ways of doing this.

Treat the gatekeeper like a new friend. Try to bring some humour or lightness into the conversation. Let them help you.

Smile before you pick up the phone…even when you don't feel like it. Try saying the sentence with a grimace and then with a broad smile. Your respondent at the end of the line can HEAR you beaming. And that puts them in a more positive frame of mind.

Have the name of an individual to speak to. Do some research, get a name, and careful how you answer the question "What shall I tell him it is about"!

Be persistent. Not to the extent that you irritate but it is easier to put you through than keep putting you off.

Strictly you shouldn't 'sell' to the gatekeeper, which is true, up to a point. Well if you look at it, we're not selling to the gatekeeper. We're merely creating enough interest for them to want to put you through to the right person.

Remember, the gatekeeper has a tough job to do. Bring a little sunshine into their day, with a fresh approach and some humour.