[0:02]Right? So here we go. It's all about the one with the most control. He lost control. He tried to have control, but he lost control very early on. So first rule, you must always lead. And by the way, that's in selling. If you are following, you will never close. It's like, I learned that in the furniture store days. If you're following that client around and they're leading and you're following them, you're never going to make a sale. So it was like a contest to see where you could go. Dining room it's all right, this way, and you take over, and now you're leading. And it was like this this big contest because the the trainer there told me. He said, you're following, you're never going to, you're never going to close, and he was right. So, hello, is Bill Smith there? Gatekeeper. Who's calling? This is Bart Jones. Gatekeeper, what is this call in reference to? Uh, I'm calling to talk about my product. I see... Who was in charge of this conversation? Gatekeeper. Totally the gatekeeper, right? Okay. So, hello, this is Bart Jones. Is Bill Smith in? So what Adam did is he gave his name. So you already took away the first question that the gatekeeper can ask, understand? Um, who's calling? Um, so she can't ask who's calling, I'm sorry, I should have said. So, uh, no, I'm sorry, he's not in. Who am I speaking to? His assistant. Did I ask her position? No. I asked her name. Who is this? So, what's your name? Um, surely. Great Shirley, when will Bill be in? Uh, he'll be back Tuesday of next week. So who is leading this conversation? Totally. In completely in charge. Okay? So now let's show you where let's get a little tougher and a little tougher and a little tougher. Take you to the impossible gatekeeper and show you every single way. Hello, this is Bart Jones. Is Bill Smith in? Um, I ask what this call is in reference to, Mr. Jones? She just tried to take control. You must take it back. Who's this?
[2:07]His assistant. What's your next question? What's your name? What's your name? Uh, Shirley. Before we go on, let's talk some concepts. Okay? I'm just showing you like, she tried to take control, you take it right back. You have to be in charge of every conversation, or you will never get around that gatekeeper. Okay, never pitch the gatekeeper, unless all else fails, which I will explain. But there's another book out. It's like, warm yourself up to the gatekeeper, win the gatekeeper over, send the gatekeeper flowers. I'm like, you know, I don't have three months to get Michael Ezer on the phone. I want to get him on on the first try. Right? So I'm showing you how you get these guys, if you can blow past the gatekeeper, that's the preferable modus operandi. Get around the gatekeeper in one or two phone calls, or one phone call where you're just very clever. And I've done it thousands of times. And then if all else fails, I'll show you how you went over the gatekeeper.
