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Purchasing agents and others who deal with salespeople frequently have "gatekeepers" in place who screen their calls and decide who will get to talk to them on the phone or meet with them in person. One way or another, you will have to get past this gatekeeper to talk to the boss.

Often the best way to get "past" the gatekeeper is simply to get the gatekeeper on your side. A good gatekeeper may know nearly as much about the business and what's important as the boss does. In fact, if the person is a long standing employee and highly trusted, she is likely to be making recommendations to the boss in addition to screening out people she thinks will waste the boss's time.

Recognize the importance of the gatekeeper and don’t view her as an immovable obstacle. An effective gatekeeper will ask exactly what it is that you want to discuss with the contact person and might even suggest the most effective way of getting your message across. If she doesn't make any suggestions, ask for them. If she says the person you are trying to reach wouldn’t be interested in what you would like to speak about, ask if there is anyone else in the organization you should be speaking with instead. Never be rude or put the gatekeeper down. It will ruin your chance of selling to the person you are trying to reach, and if she knows a lot of people in the industry or ever changes jobs, your rudeness could kill sales for you in other organizations as well.

More: How to Be Persistent without Stalking Your Prospect

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