Gatekeeper Objections

Question 1

• Decision maker is busy/Doesn’t have time right now

Answer 1

I understand. I didn’t expect them to have the time right now.

When’s a better time to call back when they’ll be available/not busy? Later today or tomorrow?

The last thing I want to do is waste their time or yours.
I just need 2 minutes and 47 seconds of their time to see if they can take on more patients.

Question 2

Send me some information/Email me something

Answer 2

Sure what would you like me to send you?

(Answer)

And after I send that, who would be the right person to speak to about getting your practice more patients?

(Name of decision-maker)

Ok, and when’s a good time to schedule a call with them? Later today or tomorrow?

Ok so if I take the time to send that information, is there any reason X wouldn’t be able to make the call?

Question 3

We’ll get back to you/We’ll call you

Answer 3

Sure but usually when someone tells me that, I never hear from them again. Is that what’s going to happen here? (no)

Ok, well I keep a pretty tight schedule so can we nail down a specific time to make sure I’m not busy.

Or is there a better time I can call back when they’ll be available?

Question 4

• If they’re on the fence about getting the decision-maker

Answer 4

The last thing I want to do is waste his/her time or yours. I just need 2 minutes and 47 seconds of their time to see if I can get them more patients in the future.

And if that’s possible, then I think they’re gonna want to talk to me

Question 5

Not interested

Answer 5

[Acknowledge, ignore, quickly ask a question]:

Ok, no problem. So you’re not interested in getting more patients?

And there’s no one at you your practice that could be interested in getting more patients?

Ok is there anyone at your practice, maybe the owner, who might be interested in speaking to me about getting more patients?