New Course
Hours (On-Demand)
CPE Not Available
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No matter what you’re selling – products, services, or ideas – there will always be gatekeepers and blockers trying to keep you from the influential people that will ultimately decide on your sale.

Failure to manage these common and often challenging obstacles will limit your success throughout your selling career.

In this course you learn strategies, tactics and techniques to help you deal with gatekeepers and blockers and gain access to the ultimate decision-makers and other buying influencers.

Learning Objectives

  • Discover 6 reasons why subordinates block you and what to do to overcome them
  • Identify 3 strategies to persuade a gatekeeper to let you pass
  • Explore ways to increase your credibility with gatekeepers and have them escort you to the influential buyers
  • Identify specific actions you can take with subordinates to avoid being blocked at all
Last updated/reviewed: June 13, 2018

Prerequisites

Course Complexity: Intermediate

No Advanced Preparation or Prerequisites are needed for this course. 

Education Provider Information

Company:
Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact:
For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Course Syllabus
INTRODUCTION AND OVERVIEW
  4:46Introduction to Getting Past Gatekeeper and Handling Blockers
Getting Past Gatekeepers and Blockers
  11:25Handling Common Situations
  6:34When a Person Perceives a Loss
  7:54Solutions to Blocks
CONCLUSION
  11:42Course Summary and Conclusion
Continuous Play
  42:21Getting Past Gatekeepers and Blockers
SUPPORTING MATERIALS
  PDFSlides: Getting Past Gatekeepers and Blockers
  PDFGetting Past Gatekeepers and Blockers Glossary/Index
REVIEW and TEST
  quizREVIEW QUESTIONS
 examFINAL EXAM