Gatekeeper asks: "Is this a sales call?"

Just because she asks a question doesn't mean you need to answer it

If she is talking over me I will completely ignore it and ask another question at the end of my sentence.

My usual response afterwards is this:

'It's a question if we can integrate our SMS gateway into your software or not, but I don't know who is the best person to speak with there.' And then you shut up B)

So.. I guess my way is to give a reason for why you are calling (your real reason), but keep it vague and outside of the scope of the Gatekeeper to handle. She doesn't know if it's a sales call or not, so she has to transfer you. She won't know the questions to ask to determine if it's a prospecting call or a real enqury!

Bob I have to say I always enjoy your responses!

This is exactly what I would do!

Whether you're making face to face cold calls or calling on the phone the key is being prepared. No matter what you sell there are typically about 5 or 6 primary objections you'll encounter regularly which you should have a response for.

I like Bob Ross's advice of asking "what do you mean"? What's important about that is the principle of maintaining control, which you do by answering the gatekeepers question with a question. If the gatekeeper asks for more detail I'd have 2 or 3 follow up questions prepared which focus on benefits (which would only be asked one at a time, as needed).

For example, if more detail was asked for by the g.k. you could respond with "Actually I was calling because I need to ask him a couple of questions about his (whatever it is you sell) - I only need a minute or two, is this a good time to reach him?" The point is you're maintaining control.

The question I just asked could go in a lot of different directions, e.g., about his "plans for the upcoming ____" or about "what his plans are for (obtaining a benefit) in the near future". Followed by, "it's important that I get his feedback on that - can you see if he's got a quick minute"?

Basically you're wanting to keep the conversation alive while you steer it towards the outcome you desire. An important tip is to be respectful in your tone and have an expectant attitude. Really believe you're going to get through. No one does 100% of the time, but you'll get through a lot more times if you're positive and prepared than if you're not.

The first thing you need to do when encountering this is to disable the gate keepers autopilot response. They've used it so many times they don't have to think about it as it's like a programme running in their mind and entirely unconscious.

The good thing about unconscious programmes is that there isn't much redundancy or resilience in their makeup, and an interruption in their flow results in the conscious mind having to come online and analyse what's happening; this is when you introduce your own unconscious trigger to reset how the gatekeeper will deal with the call.

Bob's example is an excellent response known as a "Pattern interrupt" which does exactly that: Derails pre-existing responses and creates on the fly new ones which are less effective and easier to skirt around. The mind dislikes confusion and will seek to end it as soon as possible; even if that means putting you through to your prospect to do so.

Nick's works in a similar vein in that it also interrupts a preconditioned response but works by a method called a "Frame control". It implies that the call is very important without actually stating it is. The gate keeper thinks "Should I know this person/company? I best presuppose it is important just in case and put them through" afterall; they don't want to get in trouble and the gist of the call is that you have some authority and as a rule we don't like to upset "authority".

The biggest source of new material for this strangely enough is on various "Pick up artist" forums where it is known as the "I have a boyfriend response" That's another autopilot response which women use automatically when they're approached by someone they're not sure of. You will find reams of researched and tested methods on there which nobody in sales has ever thought of. Just modify them to suit your niche.

Years ago I did some work for a company who used to sell alarm systems to commercial premises. One of the guys there used to play a recording from Heathrow airport tannoy system, calling passengers to gate in the background when he made a cold call. His logic was: If someone is wanting to speak to the boss and they've either just got off a flight or are just about to board one then it must be important. That ones called a "preframe".

Then again...if all this psychology isn't for you...you could always ring after 5:00pm when the gate keeper has clocked off for the day, generally it will be the boss in the office working till late who picks it up.

"To you? No."

Most likely this GK is either distracted or busy with something more important to them at that moment and I wouldn't be so coy. But the reality is that everyone is selling something -- it's just that we don't have to explain that to everyone.

I'd just get to my point asap: "No Janet I am not selling anything. I need to have a quick conversation with John about limiting the number of last-minute cancellations to scheduled appointments at his practice."