Tackle Gate-Keepers with Courtesy

As sales professionals, it might seem that gate-keepers such as administrative and executive assistants have been trained just to screen sales calls and keep you away from connecting with your prospect in their company. And, it may seem like there's nothing you can do about it. Often, the gate-keepers hold the key to your success in terms of actually directing you to the person you want to talk to in their organization.

The key in tackling gate-keepers is not to try and dart past them. Tell them that you wish to take directions from them. Ask for help. Be genuine in your approach, and never try fake friendliness. A simple courtesy can go a long way.