CHAPTER
23
The Keys to the Castle:
Questions for Gatekeepers
FOR MOST OF my career in sales, the dreaded Gatekeeper was a figure to be feared. “Real” buyers hid deep within organizations, while receptionists and secretaries kept pesky salespeople at bay.
These days, few companies have the resources to maintain large support staffs, and the few gatekeepers who are left have largely been defanged by automated phone directories, social media, and voice mail.
I sort of wish for the good old days. At least you could engage with a living, breathing human being.
That said, you’ll still encounter gatekeepers, especially as you move up the ladder toward ...
Get Questions that Sell, 2nd Edition now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
