Jeffrey Gitomer's Little Red Book of Selling: 12.5 Principles fo sales greatness: How to make sales FOREVER (Jeffrey Gitomer's Little Book Series)

by Jeffrey Gitomer

Can't get past the gatekeeper? You suck! It never ceases to amaze me how many salespeople will whine to me that they couldn't get past the gatekeeper. How many times do you have to get hit over the head with a hammer before you finally decide this isn't working? If you can't get past the gatekeeper, why don't you simply create a different approach? My first recommendation is, don't go to the gatekeeper. Stand out in the parking lot and ask anyone besides the gatekeeper and they will help you. But there's a secret to getting past the gatekeeper every time. And I'm going to share it with you now so that you can use it forever. Go up to the gatekeeper and ask for someone in sales. A salesperson will appear in under three minutes ready to tell you everything about everyone. That's the job of salespeople, tell people things. They will lead you to the CEO and as you're walking down the hallway they will tell you the kind of car he drives, what college he attended, the name of his children, his favorite sports team and his golf handicap. He will reveal all the secrets of the company and will do so gladly. That's the secret. Ask for someone in sales. And then make your request of him or her.