As we conclude the week of “Gatekeeper Relations/Ethics/Methods”, Thanks to Tom Tenseth @smgamesafari https://twitter.com/smgamesafari/status/780440816602845184 – I want to re-publish one of my very favorite articles – this is probably the third time I have re-published! I like it that much!
This one is from June of 2013. Enjoy!
I was giving a cold-calling training yesterday and my participant told me that her boss wants her to come up with two scripts….one for talking to a GATEKEEPER and the other for talking to the DECISION MAKER.
Oh, those words he is using! Gatekeeper? Decision Maker? Seriously?
Let’s talk about Star Wars for a second.
Remember those Storm Troopers – dressed from head to toe in armor and tinted face masks? (If you don’t – be sure to Google the image, you’ll see what I mean).
Know why they dressed them this way? What I’ve HEARD is so that the audience doesn’t HUMANIZE them. So, it was OK to kill them. No one would feel a shred of conscience about rooting for the Rebellion to take them all out! Dead!
What does this have to do with my revulsion to the words GATEKEEPER and DECISION MAKER?
Yup! It takes the HUMAN out of the mix. So, NOW, when you are talking with one of these people, you sound like a GREAT BIG DORK, because the foul language you are using automatically puts you at cross purposes with the HUMAN on the other end of the phone.