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: August 23, 2023
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 .
Instructor for this course
  Course Overview CPE
Course Syllabus
INTRODUCTION AND OVERVIEW
  Introduction to Getting Past Gatekeeper and Handling Blockers4:46
Getting Past Gatekeepers and Blockers
  Handling Common Situations 11:25
  When a Person Perceives a Loss6:34
  Solutions to Blocks 7:54
CONCLUSION
  Course Summary and Conclusion 11:42
Continuous Play
  Getting Past Gatekeepers and Blockers 42:21
SUPPORTING MATERIALS
  Slides: Getting Past Gatekeepers and BlockersPDF
  Getting Past Gatekeepers and Blockers Glossary/IndexPDF
REVIEW and TEST
  REVIEW QUESTIONSquiz
 FINAL EXAMexam