Bright Lights - Tips & Solutions

Sales 101

For the next several months we are going to share some basic tips and strategies to effective sales and sales preparation …

The Dreaded Gatekeeper

Have you ever stopped into a company you’ve never been to before, looking for additional business? 

You walk into the door and there before you, is the dreaded Gatekeeper.  There sits a highly trained person in the art of “get rid of the salesperson”, which is the mandate from above.  You can tell by the look in their eye and the tone of the voice that it won’t be easy getting past them? 

As you walk up to the counter, they raise their head, intensity builds and their eyes begin to sparkle.  At that moment, they are the most powerful person in the company. 

Is your mission to skirt by them and get to the “big boys”, the decision maker?  Or is your mission to befriend the Gatekeeper, gather what information you can, and create a friend? 

If you make this person your friend, they will usually be willing to help you get where you want to go.  However, it does take time and effort. 

Sales are typically not an overnight success.  This is just one of the first steps.  Take time to master it and you will receive a 10 fold return on your investment.

3 Basic Strategies for Success:

• Learn the person’s name and use it.  Be careful not to over use it.
• Look around the room, on their desk, etc. for picture or items you can relate to and make a positive comment about what you see.  Make a personal connection.
• Be sure to thank them for their time and let them know how much you appreciate their help.