Comments on: Getting past the gatekeeper – 5 top tips

By: andrew

andrew — Thu, 21 Jan 2010 14:01:43 +0000

Good point Will. The ‘fear’ close has to be used appropriately and is only relevant in particular industry sectors. It is good for instance if you sell health and safety products, and it can work well for any suppliers of compliance-based products and services, even including accountants and organisations selling legal products.

By: Will Hawkins

Will Hawkins — Tue, 19 Jan 2010 15:30:45 +0000

Good post, Andrew.

I use most of these ideas, except for the ‘fear close’. I find that speaking confidently and with purpose is the most effective. When a gatekeeper says “How can I help?”, I always let them know exactly how they can help and I use the same language as them. I never try to come across as pushy but just clear and confident.

Will