Chicago Sales Coaching Blog

Decision Makers Have Always had Gate Keepers

Your project or service may be a potential game changer. But you still have to overcome the status quo. This cartoon of the medieval king preparing for battle captures the challenge of gaining an audience with important decision makers.

King & The SalesmanIn the 80’s our commercial insurance broker used this cartoon as an ice breaker/door opener. It made such an impression, I’ve saved it for all these years and share it with you now. I would happily credit the artist, if only I could identify him or her.

How Do You Approach a Gatekeeper?

I recommend that you follow an adapted version the Golden Rule. Speak to the gatekeeper the same way you would to the decision maker by sharing the potential value you bring. Because gatekeepers ARE decision makers as the determine your qualification to pass through their gate.