Common Gatekeeper Objections
• He is with a client.• He is not available now.• What is this call
concerning.• I can help you.• What are you selling?• Can I take your name
and number?• Could you send some
information?
Step 1• Never identify yourself
initially. Ask 3 qualifying questions – just as if you were a customer.
• Ex: Restaurant:• Are you open for lunch and
dinner?• Do you have private
meeting space for 20-25?• Do you offer catering?
What will happen?
• The gatekeeper will assume you are a buyer.
• You can ask most any question and expect a favorable response .
• You are utilizing a valuable currency – same as using cash.
Step 2
• State expected sales and ask for the decision maker.
• Ex: Great, this is Joe Buyer at BLU Currency. I need to purchase $750 - $100 in food this month from a local steakhouse. Could I speak with the owner for a moment to discuss the TERMS.
What will happen next?
• The gatekeeper feels that she has a buyer on the line.
• This excitement will be passed on to the owner.
Step 3 - Owner Approach
• Restate the expected amount of sales.
• Ask if they can handle a deal of this size.
• Introduce trade at this point.
Step 4- Introduce BLU.
• 1- Test the waters – Any previous trade experiences?
• 2. – Use your client directory as leverage.
• 3. Ask for the appointment.
Common Owner Objections
• I have tried trade clubs – I lost money.
• I only deal in cash.• Send me some
information.• Call back in a month.• I’m not interested.• +1000 others……
Step 5 – The Close
• The only thing you are closing is the appointment.
• The #1 appointment closing statement is when there is an objection is:
BLU Deficit Spending• BLU Currency will allow you to spend BEFORE you take in one trade dollar.
Take a look at my list of clients that want to do business with you. If you see something that you will be spending cash on – Let’s initiate a trade. If I have nothing you want or need- obviously we will not trade – I will be in your neighborhood tomorrow . I would like to a 15 minute appointment at 2:00.