The Golden Keys to the Gatekeeper:
Strategies that get you into the executive Suite
Teleseminar March 20, 2008 2 pm EST
Leslie Buterin, Founder www.TheTopDog.com
The Golden Keys to the Gatekeeper - 2
Workshop Objectives Wanna press a sales pro’s hot button? Just whisper the word “Gatekeeper” and prepare for a 20-minute rant. You’ll hear how they seem bent on keeping sellers out of the decision –maker’s sight; how they suck the very life out of a person with a firm “Thanks by no thanks”; and how they shut you down before thy even know what the call is about! Go figure. In this session you’ll discover: • The words that’ll magically transform the Gatekeeper form a pit bull to your strongest ally … that’s right … she will actually want to help you get to where you want to go! • Five key points to communicate to the executive assistant that will make the doors of the executive suites swing wide open … and make them glad to see you the day of your appointment! • What to say when the Gatekeepers ask for “something in writing” … what to send that will actually compel them to call you back for an appointment! • How to keep them from kicking you down several rungs of the corporate ladder to a low-level decision –maker who isn’t interested in taking your call … you’ll get “staying power” and the ability to “level the playing field” in a way that’ll keep you in front of “Top Dog” decision –makers! • The way to keep from getting shut down before they know what you are calling about … you’ll learn the Gatekeeper’s psychological triggers that’ll grab her attention and cause her to usher you into the hallowed halls of the executive suites to see her boss! • And more …
© Leading Edge Publications 2008
www.ColdCallingExecutives.com
(816) 554-3674
The Golden Keys to the Gatekeeper - 3
STRATEGY 1: The words that’ll magically transform the Gatekeeper from a pit bull to your strongest ally … that’s right … she will actually want to help you get to where you want to go! a. Use the Gatekeeper’s _________________________________________. b. Speak in terms of the _________________________________________. c. At all costs, avoid ___________________________________________. _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________
© Leading Edge Publications 2008
www.ColdCallingExecutives.com
(816) 554-3674
The Golden Keys to the Gatekeeper - 4
STRATEGY 2: Five key points to communicate to the executive assistant that will make the doors of the executive suites swing wide open … and make them glad to see you the day of your appointment! a. Speak to the Gatekeeper as though you are the ______________________ in your industry. b. Be prepared to _________________________________ up to three times. c. This is a killer but make sure to _________________________________. d. Resist any temptation to _______________________________________. e. Remember to be _____________________________________________. _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________
© Leading Edge Publications 2008
www.ColdCallingExecutives.com
(816) 554-3674
The Golden Keys to the Gatekeeper - 5
STRATEGY 3: What to say when the Gatekeepers ask for “something in writing” … what to send that will actually compel them to call you back for an appointment! a. Understand the decision-maker _________________________________ something in writing. b. Don’t send the _____________________________; Do send _______________________ __________________________________. c. Here’s how to collect ________________________________________ ___________________________. _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________
© Leading Edge Publications 2008
www.ColdCallingExecutives.com
(816) 554-3674
The Golden Keys to the Gatekeeper - 6
STRATEGY 4: How to keep them from kicking you down several rungs of the corporate ladder to a low-level decision –maker who isn’t interested in taking your call … you’ll get “staying power” and the ability to “level the playing field” in a way that’ll keep you in front of “Top Dog” decision – makers! a. Know the reason they kick you down to low-level decision-makers is _________________________________________. b. The best way to stay at the top is to _______________________ and say you’ll be glad to ______________________________________. c. Then, _______________, __________________, _________________ the reason for your call. _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________
© Leading Edge Publications 2008
www.ColdCallingExecutives.com
(816) 554-3674
The Golden Keys to the Gatekeeper - 7
STRATEGY 5: The way to keep from getting shut down before they know what you are calling about … you’ll learn the Gatekeeper’s psychological triggers that’ll grab her attention and cause her to usher you into the hallowed halls of the executive suites to see her boss! a. The Gatekeeper’s triggers are the same as _________________________. b. You must know ____________________________________________. c. You really do ______________________________________________. d. The information about your industry is __________________________ _____________________________. _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________
© Leading Edge Publications 2008
www.ColdCallingExecutives.com
(816) 554-3674
The Golden Keys to the Gatekeeper - 8
And more … Free Special Report: “Ten Jealously Guarded Secrets to Cold Calling Company Presidents: Guaranteed to bring in new money!” when you visit www.ColdCallingExecutives.com Free Radio Show: 30-minute interview of Leslie Buterin when you visit www.TheTopDog.com Free Special Report: “Cold Calling Intelligence” when you visit www.UCCISecrets.com Watch for great sales articles at www.Top10SalesArticles.com Keep tabs on what the Top Sales Experts are up to worldwide at www.TopSalesExperts.com
© Leading Edge Publications 2008
www.ColdCallingExecutives.com
(816) 554-3674
The Golden Keys to the Gatekeeper - 9
Leslie Buterin
Dear Colleagues & Friends, Please join me for a moment in picturing a world of commerce where sales professionals consistently present their quality products and services to high-level decision makers as a regular course of doing business, not a matter of chance. In this imagined world, gatekeepers, voice mail, and lack of confidence are no longer problems and salespersons are never degraded to howlow-can-you-go prices, as though their valuable products and services were commodities doled out to the lowest bidder. The eight out of ten doors that are now closed during cold calls to prospects would instead open with ease. And in the rare instance when you do hear, "If he's interested, we'll call you" you smile, knowing that if you want to, you can take control of that prospect with a solid sales strategy and specific tactics that'll transform that "brush off" into a sale and a satisfied client. At Top Dog Consulting we believe such a world is possible and because sales drive a healthy worldwide economy, we have an obligation to make it happen. I started Top Dog Consulting more than 15 years ago in order to share the approach to securing executivelevel appointments I discovered during my personal struggle to get into the executive suites and, very literally, to overcome my paralyzing fear of cold calls. Over a two year span of time I invested $140,000 of my services and countless hours in exchange for the opportunity to figure out how to put into action the idea of a CEO who wanted to grow his multi-million dollar business to the next level, and make it a billion dollar enterprise. The idea? To change the point of entry of each sales call. The sales team was to shorten the buying cycle, increase the size of sale, and meet with those who had unlimited check signing authority. They were to begin the sales process with top executives. The challenge? Everyone wanted to start at the top. No one knew how to get in. I figured it out. Great concept, solid implementation, and it worked big time. Once I achieved consistency in securing face-to-face time with "Top Dogs", I knew it was my purpose to make certain others had this information, to help empower others to attain extraordinary success in sales, to equip you to present your quality products and services to THE decision makers, one high-level cold call at a time ... without feeling like a weenie, begging for attention! This is my mission at Top Dog Consulting and the principles behind this mission are carried out by Top Dog Consulting's innovative cold-calling metrics and regimens. In our Web Properties you'll find a growing library of resources developed to arm you with proven sales tactics and timeless wisdom--conventional and unconventional--that can bring you to a new level of selling. www.TheTopDog.com ; www.ColdCallingExecutives.com and www.UCCISecrets.com . We've been blessed to achieve a level of success, but our journey has just begun. I want to express heartfelt thanks to those who strengthen economies and the fiber of our free society as you strive to support selling with integrity everyday ... entrepreneurs, sales professionals, sales executives, business owners, and leaders in business among others. I know that each of you shares a similar vision, and that through our united efforts, we can turn the imagined world of quickly putting quality products and services in front of decision makers who value and need them a lasting reality.
© Leading Edge Publications 2008
www.ColdCallingExecutives.com
(816) 554-3674