From the course: Cold-Calling Directors and Executives
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Gatekeepers
- So before I begin, I need to address personal assistance secretaries or any of the gatekeeper that are there to guard the ultimate decision maker. It's a debate topic. And some salespeople say you should be firm and almost bully them out of your way. They don't understand how important you are. And if you're not, you should make them think that you are. I personally don't really buy into this. As I've discussed in some of my other courses, they have the power to totally close off that communication route. They also have the ear of the decision maker. So you can put either a good or bad word in for you, which one would you prefer? So I say, err on the side of caution and don't bully them unless you know what you're doing, it hasn't worked for me, but maybe it works for you. So with that one aside, let's move on to the next world.
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