My Best Sales Strategy For Getting To The Decision Maker

Key Takeaways

okay so Jack just asked a question how do you get past the gatekeepers to the decision-makers all right so this is something to understand so here is any office on planet earth right here's the front door of that office and somehow in the out front there's like usually there's this is like chest like me about playing chess right outside there's like the first guard and there's just like a table or something they're like hello how can I help you right and then somebody get past that guard then there's like all the other people here all right you have to get through them back here is like the person you're trying to get to here's the decision-maker I guy I must get to this person if I get to them all my wildest dreams come true right and he's next decision person there's another guard that's blocking him right okay so she have to understand this is like how it all works so if you should I come in the front door you're gonna get stopped right here the first person and they're gonna come back in back there's some crazy person in the front door I'm always saying that cuz this happens all the time in front of my office here just you guys are fully aware okay and I'm like gonna come back there's some crazy person I'm like get them away cuz I don't know who they are and they show up with a gun who knows you never know right and so you know me that crazy person so this is the strategy I think through Ken this person is the decision-maker that you're trying to get to but the problem is that they're making so many decisions they don't make the initial set of decisions this person next to him this is the gatekeeper this is the person you care about okay now this person could be an assistant it could be a spouse can be a lot of things one of the number one mistakes I see people happen all the time my wife and I are flying almost every time we find out we get approached by somebody and they'll come up like Russell they're so excited meet me right girl Russell and my wife sitting there and my kids my wife Colette and then and I go high and it'll back at me and they totally blow my wife off right guess what happens instant wife's like I don't like that person and then I see my wife I always see her all the time she'll be like show ask a shots a specific question like she'll say something show like oh and she'll say something to that person and then that person will like blow her off or ignore her or whatever and then and I'm very aware of it she's very aware of and the person she is so excited I don't even notice it but they offended the decision-maker okay now I don't care how cool you are in the future you're never gonna get past all the gatekeepers because my wife Big O that's the person who blew me off in the airport last person who didn't give me the time of day lots of you know Elaine sent me to my assistant Melanie some you guys are my sister Melanie like like all my decisions would go through her initially right and if she's been treated good like there's people that treat her really good that know her and then they get through the gatekeeper so I'd be looking like how do I do dream 100 to the decision-maker how do I appeal to this person because this is the person that actually matters because if it doesn't pass that person will never get to you as a whole and so for me it's all about figuring that out like who are the people like there is a big person I was trying to get hold and actually got some of that person's time and so I did I sent the spouse of that person a gift and the person called me I say like in tears was like no one in my 20 years in business has ever thanked my wife for my time and the fact you did that now we'll be friends and partners for life we've done tons of deals together because of that right so I was very aware of like the person supporting the decision maker other times I'm like I need to get decision maker I'm like hey who's the person supporting the decision maker how can I make their life better what can I send them kissing them gifts can I contact them how do I build a relationship with them when I'm at an event and don't don't try to bombard this person so I got a million people talking to him and like going crazy and like and I just know from my personal sample and they're talking I go to an event I get 50,000 people asked me questions on so I'm so like over London don't seem it happening the smart ones walk over to my assistant or walked with my partners and they talked to them and that person comes back to me later like oh do you meet so a lot these person is awesome and that's like how you get around is by befriending the gatekeeper so it's not how do I get past the gatekeeper how do you build a relationship the gatekeeper because they are the gatekeeper so there's the big the big seeker for those who are wondering thank you so much for watching every single week we publish new secrets just like this so make sure you subscribe so you don't miss any of them and I will see you on the next video