No matter what you’re selling – products, services, or ideas – there will always be gatekeepers and blockers trying to keep you from the influential people that will ultimately decide on your sale.
Failure to manage these common and often challenging obstacles will limit your success throughout your selling career.
In this course you learn strategies, tactics and techniques to help you deal with gatekeepers and blockers and gain access to the ultimate decision-makers and other buying influencers.
Prerequisites
No Advanced Preparation or Prerequisites are needed for this course.
Learning Objective
- Discover 6 reasons why subordinates block you and what to do to overcome them
- Identify 3 strategies to persuade a gatekeeper to let you pass
- Explore ways to increase your credibility with gatekeepers and have them escort you to the influential buyers
- Identify specific actions you can take with subordinates to avoid being blocked at all
Last updated/reviewed: March 25, 2024
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Sam Manfer
Author, CSP Speaker, Sales Consultant
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INTRODUCTION AND OVERVIEW
- Introduction to Getting Past Gatekeeper and Handling Blockers 4:46
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Getting Past Gatekeepers and Blockers
- Handling Common Situations 11:25
- When a Person Perceives a Loss 6:34
- Solutions to Blocks 7:54
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CONCLUSION
- Course Summary and Conclusion 11:42
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Continuous Play
- Getting Past Gatekeepers and Blockers 42:21
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SUPPORTING MATERIALS
- Slides: Getting Past Gatekeepers and Blockers PDF
- Getting Past Gatekeepers and Blockers Glossary/Index PDF
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REVIEW and TEST
- REVIEW QUESTIONS quiz
- FINAL EXAM exam
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