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| This
Week's Expert Sales Advice |
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Getting
Past the Gatekeeper
by Kendra Lee |
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Kendra Lee shows you how to use research and a follow-up
plan to move past the gatekeeper and gain access to executive
decision-makers.
Many sales professionals fail miserably when trying to gain
access to company executives. Unfortunately, rather than
taking time to develop a strategy, they pick up the phone,
smile and dial, hoping their canned pitch will be enough
to get an appointment. This strategy doesn't get many reps
past today's sophisticated gatekeepers, many of whom aren't
willing to give a salesperson a second chance. So, it's
imperative that you do your homework and are prepared to
take full advantage of what could be a golden opportunity
to gain access to a key contact.
Include the company and the executive in your research
Before you even think about contacting a new prospect, do
your research. You know your goal is to create an opening
statement that will grab an executive's attention. However,
don't overlook doing the same for the gatekeeper who is
more likely to . . . (continued)
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