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An Idea A Day by David Thompson

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SALES

THE USEFULNESS OF “GATEKEEPERS”

Patrick Forsyth

“THE BUYER” MAY be a person, but it may be more than one person: several working together in some way, the board of directors, or a committee. In any case this or these are probably not the only people that a salesperson meets in the course of dealing with a customer. Others include receptionists, secretaries, assistants, and whoever brings you a cup of tea, if you are welcomed hospitably. More senior people can be involved too. First consider the nature of the gatekeeper description. Gatekeepers are people who can allow or deny access to others, ultimately the decision maker. So a sensible ...

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