How You Get Past the Gatekeeper and Get to the Decision-makers So You Close More Deals

The world belongs to those who know how to reach the decision-makers.

This article originally appeared in the MARCH 2025 issue of ATTAIN. Subscribe now for more articles like this! You’ll be glad that you did.

In business, one of the biggest obstacles between you and success is the gatekeeper—the assistant, secretary, or receptionist whose job is to screen calls and keep decision-makers from being interrupted. If you can’t get past them, you’ll never reach the person who can say yes to your deal, partnership, or proposal.

After many years (decades!) of making high-level business calls, I’ve tested every method possible. The best approach? Sound like you belong.

Gatekeepers are trained to block salespeople, but they are not trained to handle someone who speaks with authority, familiarity, and strategic silence. Once you master this skill, the doors that once seemed locked will swing open.

The Call That Changed Everything

Years ago, I needed to connect with a CEO who could make or break a major deal. His assistant was a legend—she blocked cold calls like a fortress. I tried the usual approach, introducing myself, explaining my company, and stating my purpose. Each time, I was shut down.

Then I changed my approach.

The next time I called, I sounded like I was already part of the inner circle. I didn’t over-explain. I kept my tone casual, my words brief, and my pauses intentional.

“Hey, Mark please.” Pause.

“Who’s calling?”

“It’s Anthony.” Silence.

“Anthony who?”

“Anthony Raymond.” Pause.

“What’s this regarding?”

“Personal business.”

There was a moment of hesitation. Then, the words I had been waiting to hear: “Hold on, I’ll put you through.”

Within seconds, I was speaking to the CEO directly. That one call turned into a huge deal.

The Formula for Getting Through

Most people get stuck because they sound too formal, too eager, or too rehearsed. To slip past the gatekeeper, follow these three rules:

1. Use fewer words.

The more you say, the more you give them a reason to block you. Keep it short.

2. Adopt a familiar tone.

Speak as if you belong. Confidence opens doors.

3. Master the power of silence.

hen you pause, the gatekeeper fills the gap—usually by forwarding your call.

The Script That Works

What most people say (and fail):

“Hi, this is John Smith from XYZ Company calling for Mr. Johnson. I wanted to speak with him about our new services.”

What you should say instead:

“Hey Tom please.” Pause.

“Who’s calling?”

“It’s John.” Silence.

“John who?”

“John Smith.” Pause.

“What’s this regarding?”

“Personal business.”

“What company?”

“He’ll know the company.”

Each response is short, confident, and leaves no room for debate.

Why This Works

Gatekeepers are trained to detect sales scripts and shut them down. But when you sound like someone the decision-maker knows, they hesitate. They don’t want to risk blocking an important contact. They put you through, because they assume you belong.

Even if they suspect you’re a salesperson, maintaining a natural, confident tone wins 90% of the time.

Break Through the Barriers

Opportunities don’t come to those who wait. They come to those who find a way through. Business is about access—the ability to get in the room, on the call, and in front of the right people.

The next time a gatekeeper stands between you and success, don’t back down. Use the right strategy, speak with authority, and make your way forward.

The world belongs to those who know how to reach the decision-makers.

Be one of them.