Before your salespeople can make a presentation, they have to get in front of prospects. And the problem is many prospects have gatekeepers ready to weed out interruptions.

Here are three strategies sales consultant George Walther, recommends for getting past gatekeepers:

• Use a confident tone of voice. If you were standing in the lobby, the gatekeeper may size you up based on your appearance. He or she can do the same thing based on the way you sound. The best approach is to sound confident without being pushy or condescending.
• Make your request and identify yourself fully, including your company and the prospect you want to talk to. It’s usually a good idea to research prospects before the call so you understand their roles and objectives. Web searches, annual reports and people who work at the company may be a good source of information.
• Avoid arguing if the screener doesn’t put you through. You need to explain succinctly how what you’re offering will be of help to the person you want to talk to — and to the company.

One word of warning

When dealing with secretaries and others who are screening calls, it’s important to keep in mind that they were chosen for their position because of their intelligence and judgment.

Salespeople who try to “trick” their way through them may end up being screened out permanently.

Tags: gatekeepers, getting past, presentation, screener, screening, secretaries