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Questions that Sell, 2nd Edition by Paul Cherry

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CHAPTER

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23

The Keys to the Castle:

Questions for Gatekeepers

FOR MOST OF my career in sales, the dreaded Gatekeeper was a figure to be feared. “Real” buyers hid deep within organizations, while receptionists and secretaries kept pesky salespeople at bay.

These days, few companies have the resources to maintain large support staffs, and the few gatekeepers who are left have largely been defanged by automated phone directories, social media, and voice mail.

I sort of wish for the good old days. At least you could engage with a living, breathing human being.

That said, you’ll still encounter gatekeepers, especially as you move up the ladder toward ...

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