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Prospecting Cycle: Getting Past the Gatekeeper
Module Objectives:
- Avoid Gatekeepers to get straight to your contact.
- Determine the most efficient routes through and around
Gatekeepers
- Identify and adapt to different Gatekeeper behavior
types
- Discover windows of opportunity to reach contacts
- Defuse Gatekeeper objections
- Enlist Gatekeepers as advocates and supporters
- Establish Gatekeeper as sources of information.
Field Work:
- For three accounts profile potential gatekeepers including:
- behavior style
- communication style
- primary responsibilities
- best time to contact
- typical roadblocks/objections
- Prepare a list of information you would like to gain
from them to help you work more effectively with the
decision maker.
- Contact at least 3 gatekeepers and work to build rapport and trust with them
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