This issue deals with gatekeepers
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Billy Bob was charged with developing a list of prospects for new services
his Company was offering. It has been a few years since Billy Bob had
to do some serious cold calling. For some reason it seemed that the gatekeepers
were much better than he had remembered at preventing him from talking
to decision makers. His feelings of unworthiness were begging to creep
in to his mind. Couple that with the pressure management was placing on
him for results and one could readily see why frustration was becoming
the prevailing emotion.
Thoughts lead to beliefs which manifest themselves into actions. When
Mary Sue began to coach Billy Bob she pointed out his old believes or
records about gatekeepers were preventing him from maximizing his results.
Mary Sue explained that Billy Bob's believe that he had to get past the
gatekeepers, was working against him. Techniques or tricks such as pretending
to be the decision maker's best friend, to bullying his way through were
negative thoughts manifesting bad results.
Replace the old thoughts (records) with one that says, gatekeepers
will assist me in making a living and since they know the boss better
than anyone else I will leverage their information in a useful manner.
Mary Sue confirmed Billy Bob's new believe (record) and went on to explain
the gatekeeper knows the boss better than you do and are often privy to
company policies, vendor relationships and other useful information. She
suggested Billy Bob try this strategy, "tell the screener the type
of problems you solve for your customers and begin qualifying, and always
remember to tell the prospect it is ok to say "no". Will your
results be better? That is hard to predict one thing is certain if you
keep doing what you're doing you will get the same results