Thread: What is a gate keeper?

Originally Posted by Mehul

I think gate keeper is an essential element into closing sales. So, I wanted to know what the gate keeper does actually? And why it is needed?

I got this gate keeper information from here.

You are right that gate keepers are so much important in case of closing sales. After searching in internet and researching about this I found some important information about this.
A gatekeeper is the person responsible for keeping a decision maker from being bothered by irrelevant callers. The gatekeeper screens calls and visitors, typically deflecting the ones he believes are unimportant. So in order to reach the decision maker, you'll need to demonstrate to the gatekeeper that it will benefit the decision maker to speak with you.

B2B gatekeepers tend to fall into one of two roles – general receptionists and executive assistants. Receptionists are responsible for taking all general phone calls for the office and are rarely involved in the decision making process, so the best tactic for salespeople is to politely push through to the decision maker. Executive assistants, on the other hand, often become involved in the buying process on at least an advisory level, so it's best to treat such gatekeepers as an extension of the decision maker.

I think it will help you to know more details about gate keeper responsibilities and necessity to pass gate keeper perfectly.