30 Minutes to President's Club | No-Nonsense Sales #291 - Handling Gatekeepers & Office Drop Ins (Chip Wooten, Motive)
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Apr 30, 2024 
Chip Wooten, Co-host of Motive, shares tips on handling gatekeepers and office drop-ins. Topics include building relationships through personal connections, leveraging competitor weaknesses, sending thoughtful gifts during office visits, and not waiting to follow up with buyers after a meeting. The podcast also discusses strategies for successful sales interactions and the evolving landscape of remote sales methods.
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Engage and Win Over Gatekeepers
- Break the ice and build rapport with gatekeepers instead of just trying to get past them.
- Use humor or memorable lines, like "Chip, like a potato chip or a chocolate chip," to make you stand out.
Gatekeepers Are Key Stakeholders
- Treat gatekeepers as key stakeholders by learning about their needs and building genuine relationships.
- This rapport helps in getting direct access and inside information, improving your chances in the deal.
Handle "Not Interested" Responses
- When told "we're not interested," mirror their statement to encourage more explanation.
- Use their answers to qualify decision makers and determine when to follow up in the future.