Follow Ups
How many calls do you have to make to get a contract signed? (range)
5-12
What is a Gatekeeper?
Anyone who controls access to a decision-maker - typically an assistant, receptionist, or office manager.
What is objection handling?
The skill of addressing a prospect's concerns (about price, timing, features, etc.) not as roadblocks, but as opportunities to build trust, demonstrate value, and guide the sale forward.
"All I Want for Christmas Is You" was made famous by this singer
Mariah Carey
Buddy says "the best way to spread Christmas cheer is __"
singing loud for all to hear
What % of salespeople make more than three contacts?
5%
What is the role of the gatekeeper?
Protects the exec's time, filters out unnecessary calls or meetings, can make or break your connection with the decision-maker
Why us open-ended questions in sales?
Build rapport with clients
Uncover needs and pain points
Encourage dialogue
Control the convo without dominating it
Gain deeper insights into the customer's buying process
This song begins with "Dashing through the snow"
Jingle Bells
Buddy famously says this line after hearing someone say "Santa's coming."
"I know him!"
What is the double tap method?
Why are gatekeepers critical to success?
Often hold significant influence over who gets access to executives
Can provide useful information
What is one of the most common objections?
Money
"Chestnuts roasting on an open fire" is the opening line of this classic Christmas song
The Christmas Song
What comedian was originally considered for the role of Buddy the elf before Will Ferrell?
Jim Carrey
2%
How can you build rapport with a gatekeeper?
Be friendly, patient, genuine.
Use their name and ask open-ended questions.
Mention common connections or interests.
What is the L.A.E.R method?
Listen: let them speak fully
Acknowledge: show empathy and understanding
Explore: ask clarifying questions
Respond: offer a tailored solution or insight.
Use this to stay calm, in control, and consultative.
This song was originally written for Thanksgiving, not Christmas.
Jingle Bells
What does Buddy put on his spaghetti? (need 3 of the 6 to get the points)
Maple syrup, chocolate syrup, marshmallows, M&Ms, sprinkles, candy pieces (poptarts)