Chapter 13
Five Surefire Ways to Make the Gatekeeper Your Ally
In This Chapter
• Upgrade your relationship with the gatekeeper
• Make the gatekeeper a raving fan
• Help the gatekeeper help you
• Develop internal advocates
• The back door approach to connect with a prospect
“How do you get through the gatekeeper?” This question sounds like the beginning of a joke or riddle. Salespeople certainly invest a large portion of their time trying to come up with the right answer to this question. With all the time and energy that salespeople spend in their quest to conquer the gatekeeper, you may be surprised that the answer to this riddle is, “You don’t.”
Did I at least get a chuckle or a guffaw? You may already know that this answer is, in fact, the truth. ...

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