The inside sales person and Shirley the Gatekeeper. Natural enemies, like the owl or the crow, the lion and the hyena.
Conflict is inevitable but the question remains: “How are you doing to deal with the Shirleys of the world, day in and day out.”
A hockey comparison poke checks my mind. Although Shirley is the gatekeeper, the goalie, trying to keep you from scoring—that would be getting to Bill the decision-maker, pitching and closing—she can also act as an offensive defenseman. That means she can knock you off the puck and try to score on you! That’s right. You’ve been there before. She’s turned the tables on you and is asking all the questions while you’re back checking, playing defense. She’s not putting you through or giving you Bill’s cell phone. Well, what you need to do is clear the zone and regroup. Quickly.
What to do about Shirley, the offensive defenseman? Well, you try to take the puck from her and head towards the goal. Always. Sometimes a simple head fake works (“Shirley, I’m at the airport, do you have Bill’s cell?”). What you don’t want to do is check her hard into the boards (being rude) forget the puck (getting to Bill) and then cross check her when she’s down. This is a no-no and leads to the gloves coming off and a verbal brawl. And that, my fellow sports fans, is a game misconduct. And if you’re out of the game then you can’t score and that’s the only thing a salesman has to do. Put the puck in the net, get the deal.
In the end you have the advantage over Shirley. Time is on your side. You’re on the eternal power play. After all, you’re the one picking up the phone and forcing the action and one day Shirley will trip on the puck and you’ll find yourself on a breakaway against Bill the decision-maker.
The key is to bump Shirley off the puck quickly and heads toward the net.
Have you been practicing your shot?
The shot, of course, is the pitch.