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Gatekeeper Script

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Business Scripts · Bonus

The Gatekeeper Script

Built for the real situation: often you have only the company name, not the decision-maker's. Honest, never deceptive.

Rule Zero — Harvest the Name

A gatekeeper who won't transfer you will often happily tell you who to ask for — giving a name feels harmless. Get the name on call one, come back armed on call two. You're no longer a stranger; you're "calling for Mr. [Name]."

The One Thing That Makes It Work: Tone

Gatekeepers screen the first 3–5 seconds. Speak calm, low, unhurried, slightly busy — like an internal colleague who expects to be put through. Never apologise ("sorry to bother you" = you don't belong). Never rush.

Strategy #1 — The Slide-By (try first, every time)

With the name: "Hi — can you put me through to [First Name], please?" [then silence]

Company name only: "Morning — who looks after your operations and accounting systems there? Could you put me through to them?" [as if routine, then silence]

Confidence + brevity reads as "internal/important." End with a question, then go silent — whoever asks the question controls the call.

Strategy #2 — The Research Call (best for getting the name)

"Hi, quick admin question — I'm updating our records before sending something across. Who's the right person there for operations and finance systems, and how do you spell their name?"

Get the name + spelling + title, thank them, hang up. Call back later with the Slide-By using the real name.

Strategy #3 — The Make-Me-Smarter Play

"I'm hoping you can point me in the right direction — you'll know the setup there far better than I do. When it comes to decisions on the company's accounting and operations systems, who would that sit with? And honestly, what's the smartest way to reach them — a call like this, or something else?"

Strategy #4 — The Specific-Reason Pass

"It's about how your business is handling the new UAE e-invoicing and Corporate Tax requirements in your accounting system — it's relevant to whoever owns finance there. I only need 30 seconds of their time to see if it's even worth a longer conversation. Who would that be, and are they around?"

Quick Blocks (no name)

The trap	Your defensible answer
"Who do you want to speak to?"	"Whoever looks after your accounting and operations systems — usually the owner, the finance manager, or whoever runs the back office. Who'd that be with you?"
"You don't even know their name?"	"Fair point — I don't, which is exactly why I'm asking you rather than guessing. Who handles decisions on finance and operations? Even just their name and I'll do the rest."
"What's it regarding?"	"It's SGC Tech, Dubai — about how your business is set up for UAE e-invoicing and Corporate Tax in your accounting system. 30 seconds to check if it's worth their time. Who's that with you?"
"I can't give out names"	"No problem, I understand. You don't have to give me the name — could you just put me through to whoever runs finance or operations, and I'll introduce myself directly? 30 seconds, and if it's not relevant they'll tell me so."
"Everyone's in a meeting"	"No problem — I'd rather catch them at a good moment. Who should I ask for when I call back, and when do they usually have a clear ten minutes — early morning, or later afternoon?"
"Is this a sales call?"	"Honestly, it's a business call — I won't pretend otherwise. But I'm not here to pitch anyone for ten minutes. 30 seconds to see if it's even relevant, and if it's not, a clean no and I'm gone. Who'd be the right person?"
"Remove us / don't call again"	"Absolutely — I'll note that and we won't call again. Apologies for the interruption, and thank you for your time." Never argue, never sneak back. Log it, honour it.

Through the Gate → The Handoff Reset

"Thanks for taking the call — I'll be quick and to the point. This is [Your Name] from SGC Tech in Dubai. We're a finance-practitioner Odoo firm, CMAs and CPAs who've actually filed UAE VAT. Thirty seconds to see if it's relevant to you, then you tell me yes or no. Fair?"

The DM has not heard anything you told the gatekeeper. Reset cleanly, re-introduce yourself fully, then run the Main Sales Script.

How this reflects our values: we are never deceptive — every line above is defensible and honest.

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Gatekeeper Script — a concise call-time script for handling gatekeeper interactions, with responses to common gatekeeper questions and deflection techniques.