Prospecting- Pre-Qualifying The Prospect

How successful you are at getting through the gatekeeper depends upon a number of factors including:

1. Your selling style and personality

2. The personality of the gatekeeper

3. Their awareness of deregulation and “choice” of suppliers

4. Their receptivity to Your company’s products and services

5. The type of prospect you’re selling to and their organization

6. The relationship between the gatekeeper and their boss