Many salespeople express their dislike for dealing with gatekeepers, such as receptionists or executive assistants. It’s crucial to recognise that it is their job to protect their managers from what they perceive as potential time-wasting “telemarketers.” Put yourself in their shoes – you would likely do the same in their position.

However, it’s equally important to understand that if you approach and handle your interactions with a receptionist or executive assistant correctly, they can become valuable allies in your quest to reach the right decision-maker within that organisation.

The key point here is that as a sales professional, it’s your responsibility to acknowledge their expertise, engage them with respect, and, using your charm and thoughtful questions, tap into the wealth of knowledge they possess. This approach can significantly enhance your sales prospecting efforts.

Remember, building a positive relationship with gatekeepers can turn them into valuable resources rather than obstacles.