The gatekeeper’s role is often perceived as an adversarial one tasked with keeping you out. But what if the perception is wrong? What if the role of the gatekeeper is to direct calls to the appropriate individual? If you change your perception, you can change your relationship with the gatekeeper. Learn how to transform the gatekeeper into an ally to assist you and reach your goals.
You’ve got the appointment! Congratulations! Now what? Preparing for the first appointment sets the tone of the relationship and ensures higher conversions rates. Make sure you’re prepared for appointments with both existing and prospective customers so that no opportunity is wasted.
Resistance is a natural and reflexive part of the sales process. Expecting and managing resistance will lower your anxiety and increase conversion rates.