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Moving Beyond the Gatekeeper

Learn proven strategies to get past the gatekeeper and reach the decision maker.

A weak activity pipeline makes the salesperson a lamb. Conversely, a strong, active pipeline makes the salesperson a lion. Inconsistency with respect to getting meetings with the right people has a direct negative impact on the salesperson's lifestyle, income, and motivation. There is no magic potion that you can use on your prospect to make them do what you want them to do. This course will affirm the approaches that are currently working for you and give you the reasoning behind the success so you can replicate it. In addition, this material will help you change your approach by using a proven system that will allow you to more successfully get appointments with people that can influence the buying decision or directly buy your product or service. Deciding to better your approach is the first step to improving your activity, your number of appointments, your conversion ratio, and the amount of your paycheck.

64 minutes
Course Exam
Certificate of Completion
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Why Lorman?

Over 35 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Agenda

What's Working Currently

  • Understanding the Gatekeeper Persona
  • Adapting the Approach
  • The Sale of the Moment

Mastering the Fundamentals of Getting the Appointment

  • Pace, Clarity, Message, and the Why Behind the Call
  • Name Calling
  • Communicating Respect

How to Scale the Walls or Not Enter Through the Front Gate

  • Methods for Getting in That Provide the Key
  • Effectiveness of Different Approaches
  • Timeline for Implementation

Most Effective Approach - Referrals

  • Qualifying for a Referral
  • Guaranteed Method for Getting Referrals
  • Implementation of the Referral Process

Referral Sources and Recommendations

  • The System Behind Referrals From Sources
  • Internal vs. External Recommendations and How to Use Them
  • Recap and Final Take-Aways

Questions and Answers

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Why Lorman?

Over 35 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Credits

OnDemand Course

This course was last revised on January 24, 2022.

Call 1-866-352-9540 for further credit information.

MP3 Download

No credit available.

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Why Lorman?

Over 35 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Faculty

Tony Kanak

Tony Kanak

Sales Evolution LLC

  • CEO of Sales Evolution LLC and Lead Sales Trainer
  • Sales coaching and training organization that helps salespeople from small and large companies increase their sales
  • Conducts over 120 presentations a year and has been training business professionals since 1990
  • Received over 10 years of coaching on how to acquire new clients and increase sales
  • For the last 10 years, he has been training and coaching sales professionals throughout the United States on the techniques necessary to win at selling
  • National speaker, Painting Contractor’s Association PCA; regional speaker and trainer, BNI – Business Network International; national sales conference speaker – Hovertech International; new member to Lorman Education
  • B.S. degree in commerce and engineering, Drexel University
  • Can be contacted at [email protected] or 267-678-6119
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Why Lorman?

Over 35 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

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Product ID: 408221
Published 2022
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