Do they want to do business or not? This was a question posed by an attendee at a past workshop. 


He said “I have a prospect who serves as a gatekeeper to vendors who want to provide services to his company.  In true power-trip fashion he personally meets with every anxious vendor to review qualifications.  At times this review takes on an abusive tone.  His points of interest seem arbitrary and he nit-picks over minor matters.  I get the sense that he’s teasing, probing or stalling but I can’t figure out for what purpose.  Does this guy want to do business or not?” 


My first thought was that this gatekeeper was “fishing.”  He’s after something and maybe his behavior is designed to get you to say “What will it take to get business from you?”   


The key here is to clearly determine what his needs are.  What does he want?  Does he want the most competent vendor?  Or will he accept an adequate vendor who will appreciate a gatekeeper who gives him business.  Maybe the gatekeeper really is just looking for the most cost efficient way to get it done.  Your mission is to determine the needs of the gatekeeper.  This gatekeeper may not be concerned about his employer’s loss ratio or profitability.  Maybe his interests are a bit more selfish than that.   


I’m not saying work something out under the table.  This is a tightrope that easily becomes a snare if you make the wrong move.  But zero in on what he’s fishing for.


That’s why people buy my books and attend my workshops; to get help in figuring it all out. Check out WWW.petercrosa.netand jack up your advantage.


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