Learn proven strategies to get past the gatekeeper and reach the decision maker.
A weak activity pipeline makes the salesperson a lamb. Conversely, a strong, active pipeline makes the salesperson a lion. Inconsistency with respect to getting meetings with the right people has a direct negative impact on the salesperson's lifestyle, income, and motivation. There is no magic potion that you can use on your prospect to make them do what you want them to do. This course will affirm the approaches that are currently working for you and give you the reasoning behind the success so you can replicate it. In addition, this material will help you change your approach by using a proven system that will allow you to more successfully get appointments with people that can influence the buying decision or directly buy your product or service. Deciding to better your approach is the first step to improving your activity, your number of appointments, your conversion ratio, and the amount of your paycheck.
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Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Agenda
What's Working Currently
- Understanding the Gatekeeper Persona
- Adapting the Approach
- The Sale of the Moment
Mastering the Fundamentals of Getting the Appointment
- Pace, Clarity, Message, and the Why Behind the Call
- Name Calling
- Communicating Respect
How to Scale the Walls or Not Enter Through the Front Gate
- Methods for Getting in That Provide the Key
- Effectiveness of Different Approaches
- Timeline for Implementation
Most Effective Approach - Referrals
- Qualifying for a Referral
- Guaranteed Method for Getting Referrals
- Implementation of the Referral Process
Referral Sources and Recommendations
- The System Behind Referrals From Sources
- Internal vs. External Recommendations and How to Use Them
- Recap and Final Take-Aways
Questions and Answers
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Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Credits
OnDemand Course
This course was last revised on January 24, 2022.
Call 1-866-352-9540 for further credit information.
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More Program Information
Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Faculty
Tony Kanak
Sales Evolution LLC
- CEO and lead sales trainer, Sales Evolution
- Sales Evolution is a sales coaching and training organization that helps salespeople from small and large companies increase their sales
- Trains and coaches sales professionals throughout the United States on the techniques necessary to win at selling
- Has completed over ten years of coaching on how to acquire new clients and increase sales
- Conducts over 120 presentations a year, speaking regionally and nationally
- B.S. degree in commerce and engineering, Drexel University
- Can be contacted at [email protected] or 267-678-6119 (text preferred)
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More Program Information
Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
All of your training, right here at Lorman.
Pay once and get a full year of unlimited training in any format, any time!
- OnDemand Courses
- Live Webinars
- MP3 Downloads
- Course Manuals
- Executive Reports
- White Papers and Articles
Additional benefits include:
- State Specific Credit Tracker
- All-Access Pass Course Concierge
Questions? Call 877-296-2169 to speak with a real person.
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