In dealing with a gatekeeper, we can get a lot of help from Ben Franklin. No, we are not suggesting you bribe the gatekeeper with $100 bills. Instead, we are suggesting we use the Ben Franklin analysis tool to assess the upside and downside of any gatekeeper situation. It is a tool we've probably all used at other times when weighing an important issue or decision, so why not here, with one of the most important decisions we can make when selling?

Simply create a t-chart. On one side, list the positives - all of the things you stand to gain if you are successful in overcoming the gatekeeper situation. On the other side, list all the negatives you will risk if you challenge the situation and lose. Just listing the pros and cons should make your decision so much easier.

Do this as a first step in your gatekeeper situation and you will be ready to move forward with something more than just instinct to guide you.