What you'll learn
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.
Requirements
No Advanced Preparation or Prerequisites are needed for this course.
Description
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. 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, and Identify specific actions you can take with subordinates to avoid being blocked at all.This course is brought to you by Illumeo. Illumeo, incorporated in 2009, is revolutionizing the hide-bound world of corporate learning. Illumeo works with corporate professionals and organizations of all sizes to build the skills and capabilities that help everyone be an expert at their job. Based in Silicon Valley, CA, Illumeo serves thousands of corporations and corporate professionals across Finance, Accounting, Human Resources, Sales, and Marketing. The platform offers assessments, industry-benchmarked competency analyses, hundreds of expert-developed courses, collaborative tools, and the ability for companies to self-publish internal courses that promote institutional knowledge retention and dissemination. Illumeo is the place for expertise management and we are dedicated to the proposition that everyone can be an expert at their job.
Overview
Section 1: Introduction
Lecture 1 Introduction to Getting Past Gatekeeper and Handling Blockers
Lecture 2 Handling Common Situations
Lecture 3 When a Person Perceives a Loss
Lecture 4 Solutions to Blocks
Lecture 5 Course Summary and Conclusion
Section 2: Supporting Materials
Lecture 6 Slides: Getting Past Gatekeepers and Blockers
Lecture 7 Getting Past Gatekeepers and Blockers Glossary/Index
Section 3: Review and Test
Anyone interested in Sales, Marketing or related fields.


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