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How do you manage gatekeepers

Apr 23, 2005 3:14 pm

re: How do you manage gatekeepers

Chris Young

Has the gate keeper ever passed you on to a person who is interested in your product, wants to see more information and drags out the sales cycle? The Gate Keeper is only one hurdle when approaching a new client and one that quite often steers you in a direction that is often unproductive. I would highly recommend you read the book "Selling to VITO" (Very Important Top Officer). It is focused on getting through all the hurdles you will face when approaching an organization and get you to the person who's decision is the only one that counts. Remember, getting an Yes or no from the top officer saves you time in the sales cycle, enabling you to be more profitable.

Cheers, Chris

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