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Casual Articles - Using a Sales Process - The Gatekeepers
If you are in Australia at the moment, it is hard to miss the engagement news of superstar couple, tennis ace Lleyton Hewitt and TV soap Rebecca Cartwright.They are everywhere ... in leading glossy gossip magazines, on TV and Cartwright has even posed semi-naked for a men's magazine.They are being
· They are mostly box tickers. They have certain specifications that have been set up beforehand, and they tick off whether you meet those specifications or not.
· They can and will make recommendations
· They cannot say yes, but they can say no, and their vote carries quite a bit of weight.
The users often develop many of the spe
Most Fire Departments are loved and needed. They have the respect of the community and the public is happy to know they are there in their time of need. But what other things can a Fire Department do to promote goodwill and a positive public relations program? Well consider if you will having them join a Neighb
1. The Financial Influencer(s)
2. The User Influencers
3. The Gatekeeper(s)
4. Your Champion or Sponsor
This week we will focus on the gatekeepers.
The Gatekeepers
The gatekeeper can also be referred to as the technical buying influence. The role of the gatekeeper is to screen out or block your proposal. They are there to ensure you meet the many technical requirements most companies want. There are many groups who may be gatekeepers.
They may include the following.
· The finance department
· The legal group - may be inside and/or outside the company
· Human resources
· The IT department
· Engineering
· Operations
As you can see, depending on the technical and financial influence of your product and service, there are many groups that can be involved. Also, the impact your proposal has on their organization will determine how many of the above groups will get involved.
These people generally will only be involved for a short time, and then not be involved at all after your proposal has been accepted.
The keys for these groups are the following.
· They judge the measurable and quantifiable aspects of your proposal.
· They are mostly box tickers. They have certain specifications that have been set up beforehand, and they tick off whether you meet those specifications or not.
· They can and will make recommendations
· They cannot say yes, but they can say no, and their vote carries quite a bit of weight.
The users often develop many of the spec
In all walks of business, there are sales people. There are some sales-phobic, mathematically challenged folks who believe that the word "sales" is a frightening, four-letter word. So they cleverly avoid using the s-word in job titles. Their sales people have more professional sounding, euphemistic titles lik
This week we will focus on the gatekeepers.
The Gatekeepers
The gatekeeper can also be referred to as the technical buying influence. The role of the gatekeeper is to screen out or block your proposal. They are there to ensure you meet the many technical requirements most companies want. There are many groups who may be gatekeepers.
They may include the following.
· The finance department
· The legal group - may be inside and/or outside the company
· Human resources
· The IT department
· Engineering
· Operations
As you can see, depending on the technical and financial influence of your product and service, there are many groups that can be involved. Also, the impact your proposal has on their organization will determine how many of the above groups will get involved.
These people generally will only be involved for a short time, and then not be involved at all after your proposal has been accepted.
The keys for these groups are the following.
· They judge the measurable and quantifiable aspects of your proposal.
· They are mostly box tickers. They have certain specifications that have been set up beforehand, and they tick off whether you meet those specifications or not.
· They can and will make recommendations
· They cannot say yes, but they can say no, and their vote carries quite a bit of weight.
The users often develop many of the spe
Robert Shiller, is the author of the runaway bestseller, Irrational Exuberance. Shiller has recently written another book, The New Financial Order. This is a scary one, since it follows the path of “globalization” and how it is threatening the livelihoods and assets of the ordinar
They may include the following.
· The finance department
· The legal group - may be inside and/or outside the company
· Human resources
· The IT department
· Engineering
· Operations
As you can see, depending on the technical and financial influence of your product and service, there are many groups that can be involved. Also, the impact your proposal has on their organization will determine how many of the above groups will get involved.
These people generally will only be involved for a short time, and then not be involved at all after your proposal has been accepted.
The keys for these groups are the following.
· They judge the measurable and quantifiable aspects of your proposal.
· They are mostly box tickers. They have certain specifications that have been set up beforehand, and they tick off whether you meet those specifications or not.
· They can and will make recommendations
· They cannot say yes, but they can say no, and their vote carries quite a bit of weight.
The users often develop many of the spe
Safety in the industrial environment is challenging.How much money do you have to spend to purchase safety protective equipment to prevent accidents? Try asking yourself how much it will cost you whenever an accident happens - loss of life, loss of work and productivity, insurance claims, material damage
These people generally will only be involved for a short time, and then not be involved at all after your proposal has been accepted.
The keys for these groups are the following.
· They judge the measurable and quantifiable aspects of your proposal.
· They are mostly box tickers. They have certain specifications that have been set up beforehand, and they tick off whether you meet those specifications or not.
· They can and will make recommendations
· They cannot say yes, but they can say no, and their vote carries quite a bit of weight.
The users often develop many of the spe
When it comes to the term ‘offshore’ used in conjunction with company incorporation, the term ‘offshore’ generally refers to any jurisdiction other than one in which the company incorporated will conduct the majority of its activities.Usually such a jurisdiction has some degree of taxation or reporting b
· They are mostly box tickers. They have certain specifications that have been set up beforehand, and they tick off whether you meet those specifications or not.
· They can and will make recommendations
· They cannot say yes, but they can say no, and their vote carries quite a bit of weight.
The users often develop many of the specifications for a proposal. This group acts as the gatekeepers to ensure you have met those specifications. You need to understand who these groups are. It is often difficult to get to know them personally, because they are usually only involved for a short time during the proposal phase.
The key to this group is understanding that they are usually part of any proposal that will alter the way your prospect will do business, because of your proposal. However, you need to be aware of their influence, and if possible make every effort to meet and understand how they operate during the decision cycle.
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