Summary: Gatekeepers The bane of every sales person is the personal assistant or executive admin. An effective salesperson must realize that the executive admin's real mission is not keeping people out, but letting the right people in. The biggest factor is the attitude - being respectful. You need to be politely persistent, and educated on the company. It's not so important to reach the CEO, but it's important to reach the CEO's office - because they know where to call. Engaging the person respectfully and asking for their assistance will go a long way. There's one special time during the day then you can crack through to an executive, that Tim reveals. Likewise, there are magic days, and scheduling the first two months of the quarter that will give big results. This episode reveals the timing, and why Friday is the most important day of the week. Tim and Steven look at techniques that will make your gatekeeper skills productive and engaged.
