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Article Check - Using a Sales Process - The Gatekeepers
The only way to find a new career is to stop looking for a job Career success requires the identical effort and targeting as setting a course for continuous professional development.Job opportunities are found through the strategic use of the same steering mechanism that successfully sells produc
· They can and will make recommendations
· They cannot say yes, but they can say no, and their vote carries quite a bit of weight.
The users often develop many of the specifications for a proposal. This group acts as the gatekeepers to ensure you have met those specifications. You need to understand who these groups are. It is often difficult to get to know them personally
We've all heard of those high-end luxury brand watches like: Cartier, Piaget, Rolex, Technomarine but because they cost many hundreds, even thousands of dollars they are simply out of reach of most people's budgets. It's like, should I get a second car or buy a Rolex and for most people it's clearly the second
1. The Financial Influencer(s)
2. The User Influencers
3. The Gatekeeper(s)
4. Your Champion or Sponsor
This week we will focus on the gatekeepers.
The Gatekeepers
The gatekeeper can also be referred to as the technical buying influence. The role of the gatekeeper is to screen out or block your proposal. They are there to ensure you meet the many technical requirements most companies want. There are many groups who may be gatekeepers.
They may include the following.
· The finance department
· The legal group - may be inside and/or outside the company
· Human resources
· The IT department
· Engineering
· Operations
As you can see, depending on the technical and financial influence of your product and service, there are many groups that can be involved. Also, the impact your proposal has on their organization will determine how many of the above groups will get involved.
These people generally will only be involved for a short time, and then not be involved at all after your proposal has been accepted.
The keys for these groups are the following.
· They judge the measurable and quantifiable aspects of your proposal.
· They are mostly box tickers. They have certain specifications that have been set up beforehand, and they tick off whether you meet those specifications or not.
· They can and will make recommendations
· They cannot say yes, but they can say no, and their vote carries quite a bit of weight.
The users often develop many of the specifications for a proposal. This group acts as the gatekeepers to ensure you have met those specifications. You need to understand who these groups are. It is often difficult to get to know them personally,
Prepaid expenses belong on the balance sheet and can encompass costs such as rent, insurance, advertising, and any other cost that normally would be expensed on your income statement but is paid in advance of the period in which it is owed. Prepaid expenses differ from deposits as they will be used up within a
The Gatekeepers
The gatekeeper can also be referred to as the technical buying influence. The role of the gatekeeper is to screen out or block your proposal. They are there to ensure you meet the many technical requirements most companies want. There are many groups who may be gatekeepers.
They may include the following.
· The finance department
· The legal group - may be inside and/or outside the company
· Human resources
· The IT department
· Engineering
· Operations
As you can see, depending on the technical and financial influence of your product and service, there are many groups that can be involved. Also, the impact your proposal has on their organization will determine how many of the above groups will get involved.
These people generally will only be involved for a short time, and then not be involved at all after your proposal has been accepted.
The keys for these groups are the following.
· They judge the measurable and quantifiable aspects of your proposal.
· They are mostly box tickers. They have certain specifications that have been set up beforehand, and they tick off whether you meet those specifications or not.
· They can and will make recommendations
· They cannot say yes, but they can say no, and their vote carries quite a bit of weight.
The users often develop many of the specifications for a proposal. This group acts as the gatekeepers to ensure you have met those specifications. You need to understand who these groups are. It is often difficult to get to know them personally
In this day and age, most companies have computers with Internet access. If you have employees using the Internet for personal use, this can create a big problem for you. You may not want your employees using company equipment for their own use but could be in a situation where you haven't found a way to effect
· The legal group - may be inside and/or outside the company
· Human resources
· The IT department
· Engineering
· Operations
As you can see, depending on the technical and financial influence of your product and service, there are many groups that can be involved. Also, the impact your proposal has on their organization will determine how many of the above groups will get involved.
These people generally will only be involved for a short time, and then not be involved at all after your proposal has been accepted.
The keys for these groups are the following.
· They judge the measurable and quantifiable aspects of your proposal.
· They are mostly box tickers. They have certain specifications that have been set up beforehand, and they tick off whether you meet those specifications or not.
· They can and will make recommendations
· They cannot say yes, but they can say no, and their vote carries quite a bit of weight.
The users often develop many of the specifications for a proposal. This group acts as the gatekeepers to ensure you have met those specifications. You need to understand who these groups are. It is often difficult to get to know them personally
As the end of another financial year comes to a close, I thought it would be ideal to focus this newsletter on your personal affairs.I'm always amazed that so many people spend most of their life at work and totally neglect their personal affairs. Many business people I coach want to get their profession
These people generally will only be involved for a short time, and then not be involved at all after your proposal has been accepted.
The keys for these groups are the following.
· They judge the measurable and quantifiable aspects of your proposal.
· They are mostly box tickers. They have certain specifications that have been set up beforehand, and they tick off whether you meet those specifications or not.
· They can and will make recommendations
· They cannot say yes, but they can say no, and their vote carries quite a bit of weight.
The users often develop many of the specifications for a proposal. This group acts as the gatekeepers to ensure you have met those specifications. You need to understand who these groups are. It is often difficult to get to know them personally
It is possible for you to generate a huge income with your business using only word of mouth advertising, especially if the program you are advertising has a detailed step-by-step training program, which makes it so simple for the newcomers to duplicate exactly what you are doing.Here is an example to co
· They can and will make recommendations
· They cannot say yes, but they can say no, and their vote carries quite a bit of weight.
The users often develop many of the specifications for a proposal. This group acts as the gatekeepers to ensure you have met those specifications. You need to understand who these groups are. It is often difficult to get to know them personally, because they are usually only involved for a short time during the proposal phase.
The key to this group is understanding that they are usually part of any proposal that will alter the way your prospect will do business, because of your proposal. However, you need to be aware of their influence, and if possible make every effort to meet and understand how they operate during the decision cycle.
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