6 Tips to Cut Straight to the Decision Maker

By Maria Waida

One of the biggest obstacles in sales is figuring out how to get past gatekeepers. We went ahead and gathered some foolproof ways to reach the decision maker of any company. Learn how to get in touch with almost anyone by using these key strategies.

1. Data-Driven Approach

There are a lot of articles out there that will tell you which time of day is best for cold calling or emailing. The truth is, each industry is unique. Knowing how to answer this question for yours is vital.

How many sales calls do you typically make in a day? What time of day do you schedule them? Are you measuring your results as you go along? And, most importantly, do you have an intelligent database in which to track and assess this precious data?

A great CRM can help you track this type of information. You can accurately determine the best times and methods for getting past gatekeepers based on the information you’ve gathered from past experiences.

Thinking in these terms puts you a step ahead of the game. Go the extra mile by implementing these data-driven strategies into your daily routine for maximum effect. A science-based approach to sales is not only more effective, but can also help you duplicate success in the future for faster results.

2. Be Honest

We already know you have integrity, so why sacrifice that by putting too much spin on a sales call? Gatekeepers are exhausted by the constant barrage of annoying and generic phone conversations. They have a job to do so don’t waste their time. Communicate with them in a manner they’ll both appreciate and respect.

If you want to cut straight to the decision maker, give them the real reason you’re calling (in a sentence or two) and be as candid as possible.

Are you trying to sell the decision maker something? Say what it is and why you think they will benefit from it. It really can be that simple.

The best assistants and administrators know what their boss needs. If what you are selling fills that void, a gatekeeper will do whatever they can to get you in front of the decision maker, cutting your workload in half.

3. Get Personal

Networking pros already know this trick. Utilize any information you have about the decision maker to form a strong connection. This can range from knowing their favorite sports team to acknowledging people you have in common.

This method doesn’t require a lot of your time either. Vorsight came up with an interesting method they dub “the 3×3.” Spend three minutes learning three things about the person that you can bring up in your next immediate discussion with the decision maker. A simple Google search should do the trick!

This is also very useful for getting past gatekeepers. Don’t be afraid to mention you saw they liked the Dallas Cowboys on LinkedIn and whether or not you think they’ll win this season.

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Source:: Business 2 Community

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