You can win gatekeepers in a sale but do you need to keep them after that? With prospect connected and made customerm it is tempted to bypass gatekeepers in future transactions. After all, now that you know the bossm why not go directly to the boss?
While salespeople may indeed do directly to the boss, sales professionals never make the mistake of neglecting gatekeepers. Even is a customer decides on the mex meeting, professional salespeople always keep the gatekeepers informed.
With gatekeepers feeling that something good has come out from meeting with their bosses, having gatekeepers on your side will mean that follow up, future appointments and flow of information with their help can become a matter of routine. Professional salespeople keep gatekeepers continually informed and exchange of information on the progresss made. This is to ensure that the gatekeepers are always on your team.
You should also emphasize the mutual benefits between the 2 companies. Sales professionals are grateful for the help extended by gatekeepers and they maintain their relationship with them bu continuously acknowledging not only the gatekeepers's role but also their unique contribution to foster better relationship.
To be continued...
Stay Tuned and feel free to visit my website www.EliteCloser.com for more sales ideas.
Subscribe to:
Post Comments (Atom)
No comments:
Post a Comment