Tags |
|
|
Links |
|
|
Other Added - Using a Sales Process - The Gatekeepers
In the previous article I explained why it is a good idea to create a methodology based on a standard framework and highlighted the criteria to choose the most convenient one. In this article I will give some tips for the adaptation and documentation of the methodology.Understand the frameworkOnce
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
One of the most interesting approaches to corporate relocation incentives is the Quality of Working Life (QWL) program, which is a systems approach to job design and a promising development in the broad area of job enrichment. QWL has received tremendous support from a number of sources. Managers have regarded
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, 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 w
How do you build a mortgage marketing strategy that can have real estate agents hunting for your services? Agents are bombarded everyday with a continuous stream of marketing messages from loan officers. They cope with this information-overload by ignoring most of them. So how do you stand out in an over
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, 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
No person in the history has yet got success without the support of other people. These people may be your family members, your friends, good contacts in different walks of life or the masses. You have to go to others to help you succeed. Success is actually a team work. Great leaders become great because t
· 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, 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
Defensive driving is quite an important thing that we have. People simply need to know that while you can control your own actions most of the time, you can not control or know what is happening with other drivers. Defensive driving courses offer a wealth of information for people who are looking for solution
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, 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
You will be surprise on how the popularity of the game has rocketed the demand for Corporate golf gifts. This game also brought good opportunities for branding of the company. The market has since been seeking for innovative and personalized gifts to put the name of the company on a "hole in one" !Wh
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.
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.otheradded.com/article/36245/otheradded-Using-a-Sales-Process--The-Gatekeepers.html">Using a Sales Process - The Gatekeepers</a>
BB link (for phorums):
[url=http://www.otheradded.com/article/36245/otheradded-Using-a-Sales-Process--The-Gatekeepers.html]Using a Sales Process - The Gatekeepers[/url]
Related Articles:
A Marketing Lesson From TV's American Idol-Season 6
These Four Things Will Make Your Direct Marketing Successful
Bookmark it:
|