When you are prospecting for new business and you end up working with a gatekeeper how much information should you give them? With this call, “Too much information” how much is too much? Wasn't the purpose of this call to get access to the decision maker? The gatekeeper clearly offered the decision maker’s name, yet the salesperson completely missed the opportunity to be transfered to this person. Remember this, in every call an opportunity is presented. Recognizing opportunity and how you respond is the greatest determining factor of how successful the call will be.
What would you have done differently with this gatekeeper?