Moving Beyond the Gatekeeper
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Talking with gatekeepers is inevitable. Learn proven strategies to reach the decision maker.Anyone can approach an organization; not everyone can get in. The first step in business-to-business sales is getting in the door. It doesn't matter if you have the greatest product or the most dynamic presentation if you can't get in front of the decision maker. That decision maker is often highly guarded by a savvy gatekeeper who screens out sales calls--leaving even talented, experienced salespeople frustrated by their inability to get access to the right people.
Success in sales approaches comes through impressing key decision makers. This topic addresses how to get the initial appointment and offers proven methods for getting through to the decision makers. Influence isn't always where you expect, and the content presents specific principles and techniques that can work wonders in getting you the appointment.
EksAyn Anderson, EKS Communications LLC
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