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Casual Articles - Get Past The Gatekeeper, Into The Executive Suites
Admiral Hyman Rickover was an extraordinary individual whose achievements were the result of his whole lifes work. He was known for his dedication and an attention to detail that was key to learning the lessons that formed the basis of the United States Nuclear Submarine fleet.He was alleged to have taken the first dive with every new submarine in the U.S. fleet and if ever something seemed like it was going wrong during the dive, he would calmly go to the compartment where the problem appeared and sit and
Here we go:
When you hear the words, “We have to cancel our appointment with you.” Don’t wimp out lik
Just when you thought the world made sense, here's bad news:Effective meetings have major problems.Here they are:Problem #1: It takes time.Preparing a clear goal requires deliberate thought. And writing out a goal takes time. Then planning an agenda takes more time. And finally, contacting key participants to talk about their expectations, needs, and suggestions takes even more time. Many of these conversations will be especially difficult because you will have to listen to someone else
Ah, but here’s the good news...
When you’re greeted with “buyer’s resistance” all you need to do is get rid of the “resistance” and you’re left with...a buyer!
You can kiss that hangdog look goodbye and wag your tail with excitement, because contrary to popular belief, objections are buying signals. You gotta know that when your prospect’s gatekeeper throws out an objection to your request for a meeting with her Top Dog, she’s drawing the line with a double-dog-dare.
The gatekeeper wants you to convince her that her executive needs your product/service. That’s right, part of her job is to look for sales pros with products and services that her executive needs.
Objections to scheduling sales calls are predictable. Yep, you can count on the same objections to greet you again and again and again. More good news -- there are words to overturn these temporary obstacles to your sales calls. You just need to learn what they are and remember:
Your success hinges on your ability to give those overturns as needed.
What words will grease the hinges and open the gates for your Top Dog sales calls?
I’m glad you asked and am delighted to tell you. But hey, don’t be deceived by the simplicity of the answers. I’m serious. To value the complex simplicity of these effective overturns, you’ll want to be sure to write down the words you say when the gatekeeper gets in your face with these overturns.
Compare those words to the overturns that follow -- then do an “effectiveness test.” That’s right, make a couple of calls, use your current overturns. Make a couple of more calls and use the overturns below. I guarantee you’ll be surprised at the simple, yet effective, ways these overturns get you past the gatekeeper and into the executive suites.
Here we go:
When you hear the words, “We have to cancel our appointment with you.” Don’t wimp out like
Ever wonder why some shoe-string start-up businesses succeed wildly, while some well-funded ventures tank big time? Contrary to what you might believe, spectacular success does not require a huge advertising budget, celebrity endorsements, or an MBA. Here are the ten simple steps that will lead your business to spectacular marketing success: 1. Create a clear picture of your goals and what you're going to do to achieve them. You can't figure out how to get someplace without knowing where you'
You can kiss that hangdog look goodbye and wag your tail with excitement, because contrary to popular belief, objections are buying signals. You gotta know that when your prospect’s gatekeeper throws out an objection to your request for a meeting with her Top Dog, she’s drawing the line with a double-dog-dare.
The gatekeeper wants you to convince her that her executive needs your product/service. That’s right, part of her job is to look for sales pros with products and services that her executive needs.
Objections to scheduling sales calls are predictable. Yep, you can count on the same objections to greet you again and again and again. More good news -- there are words to overturn these temporary obstacles to your sales calls. You just need to learn what they are and remember:
Your success hinges on your ability to give those overturns as needed.
What words will grease the hinges and open the gates for your Top Dog sales calls?
I’m glad you asked and am delighted to tell you. But hey, don’t be deceived by the simplicity of the answers. I’m serious. To value the complex simplicity of these effective overturns, you’ll want to be sure to write down the words you say when the gatekeeper gets in your face with these overturns.
Compare those words to the overturns that follow -- then do an “effectiveness test.” That’s right, make a couple of calls, use your current overturns. Make a couple of more calls and use the overturns below. I guarantee you’ll be surprised at the simple, yet effective, ways these overturns get you past the gatekeeper and into the executive suites.
Here we go:
When you hear the words, “We have to cancel our appointment with you.” Don’t wimp out lik
These days, businesses who view the photocopier as a workhorse in a corner of the office are losing out on major advances in office automation and workflow.The latest copier systems have innovative feature areas. Full-colour touchscreen displays, reduced-temperature energy-saving operation, easy and intuitive print scan and network functions - and even futuristic finger-vein-recognition security systems, all these are features which have added major new dimensions to the role of the office digital copier.r job is to look for sales pros with products and services that her executive needs.
Objections to scheduling sales calls are predictable. Yep, you can count on the same objections to greet you again and again and again. More good news -- there are words to overturn these temporary obstacles to your sales calls. You just need to learn what they are and remember:
Your success hinges on your ability to give those overturns as needed.
What words will grease the hinges and open the gates for your Top Dog sales calls?
I’m glad you asked and am delighted to tell you. But hey, don’t be deceived by the simplicity of the answers. I’m serious. To value the complex simplicity of these effective overturns, you’ll want to be sure to write down the words you say when the gatekeeper gets in your face with these overturns.
Compare those words to the overturns that follow -- then do an “effectiveness test.” That’s right, make a couple of calls, use your current overturns. Make a couple of more calls and use the overturns below. I guarantee you’ll be surprised at the simple, yet effective, ways these overturns get you past the gatekeeper and into the executive suites.
Here we go:
When you hear the words, “We have to cancel our appointment with you.” Don’t wimp out lik
Government auto auctions:Ever pull up to a late model Mercedes, or fully loaded BMW and catch yourself daydreaming about how that person had enough good fortune to be able to own such a remarkable luxury car? He might have purchased his ride from a government auto auction for a fraction of its retail value. As a matter of fact, he might be that one neighbor with all the toys in the garage you can’t quite figure out how he can afford. Don’t keep up with the Joneses – BE the Joneses. Find and attend governmen
What words will grease the hinges and open the gates for your Top Dog sales calls?
I’m glad you asked and am delighted to tell you. But hey, don’t be deceived by the simplicity of the answers. I’m serious. To value the complex simplicity of these effective overturns, you’ll want to be sure to write down the words you say when the gatekeeper gets in your face with these overturns.
Compare those words to the overturns that follow -- then do an “effectiveness test.” That’s right, make a couple of calls, use your current overturns. Make a couple of more calls and use the overturns below. I guarantee you’ll be surprised at the simple, yet effective, ways these overturns get you past the gatekeeper and into the executive suites.
Here we go:
When you hear the words, “We have to cancel our appointment with you.” Don’t wimp out lik
It never fails to amaze me how many companies have employees who are empowered to offer former customers wonderful incentives to lure them back, yet their customer service representatives have the ability to offer virtually nothing to convince an unhappy customer to stay.Powerless, these CSRs often actually ignore customers’ requests and declarations of their intent to leave, even encouraging them to seek out another company!They often repeat the few phrases they’re allowed to say over
Here we go:
When you hear the words, “We have to cancel our appointment with you.” Don’t wimp out like a lesser pup and say, “Oh, okay.”
Stay in the game, with these words:
“Great! What’s a good date to reschedule?”
When a “bulldog,” gatekeeper says: “I’ll put you through to voice mail.” Don’t even let yourself be banished to voice mail jail with a pathetic response of “Okay.”
Hold your ground and say:
“He isn’t in? Great! What’s the best time for me to contact him by phone?”
When the executive assistant relays, “The executive isn’t here right now. Do you want to leave a message?” Don’t give an answer that’ll keep you chasing your tail and running in circles like, “No, I’ll just call back later”. Level the playing field.
Posture yourself as one big dog talkin’ to the office of another with these words:
“Great! Thanks for your help. My name is . . . my number is . . . I’m calling to schedule a twenty-minute meeting to see whether or not we can save 20% of your (name your executive-level prospect’s significant expense). What’s the best date for me to follow up with you?”
Then, when the Gatekeeper insists, “I’ll need to check this out with my executive first” be thankful she’s following through with your request. But don’t forfeit control by saying: “OK.” Keep the ball in your yard with the words, “Great! I appreciate your help. What’s a good day for me to follow up?”
There’s appointment-scheduling power in these words.
You’ll move to the head of the pack with an outrageous number of executive-level, Top Dog sales calls as you commit to keeping effective overturns to predictable objections on the tip of your tongue.
And know you’ll be able to consistently trot on through open doors when you understand and act on the knowledge that the difference between
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