jeff hoffman's "getting around gatekeepers" - sales hacker boston conference

Copyright © 2014 MJ Hoffman and Associates, LLC. All rights reserved. No part of this publication may be reproduced, stored without prior written consent.

Your SalesMBA™

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Copyright © 2014 MJ Hoffman and Associates, LLC. All rights reserved. No part of this publication may be reproduced, stored without prior written consent.

M. Jeffrey HoffmanCreator, Your SalesMBA™

• Over 25 years of entrepreneurial and sales excellence.

• Programs based on 2000+ hours of research & development.

• F500 client roster includes Akamai, BT, Deutsche Bank, Dow Jones, Gartner, Google, Harvard Business School, salesforce.com, SAP, Symantec, and UPS.

• Featured in Inc. Magazine, Fortune Small Business, ComputerWorld, SellingPower, Sales and Marketing Magazine, and Training Magazine.

• 2011 xxx 2006 & 2007 Finalist for Selling Power’s Sales Excellence Award for Sales Training Program of the Year and 2006 Finalist for American Business Award for Best Sales Trainer.

• Delivers popular programs at Harvard, MIT/Sloan, Wharton, and UC-Berkeley.

• Techniques have been taught to thousands in 23 countries over 6 continents.

Copyright © 2014 MJ Hoffman and Associates, LLC. All rights reserved. No part of this publication may be reproduced, stored without prior written consent.

What are the shared qualities of top salespeople?

• 100% acceptance of responsibility for all results• Do not take “NO” personally• Intensely goal-oriented• Above-average ambition, will-power, and determination• Impeccably honest with themselves and customers• Ability to approach strangers, even when uncomfortable

- Harvard Business School study, 2002

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Copyright © 2014 MJ Hoffman and Associates, LLC. All rights reserved. No part of this publication may be reproduced, stored without prior written consent.

SLIDE

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ATTENTION:OPENING WITH PHONE

NAVIGATING WITH GATEKEEPERS

Copyright © 2014 MJ Hoffman and Associates, LLC. All rights reserved. No part of this publication may be reproduced, stored without prior written consent.

Navigating With Gatekeepers

• What is the best way to work with a gatekeeper?

– Avoid them – know when to call– Prepare a strong WYWYN– “I don’t know him…”– Have a referral!– Create something specific for them– Engage them directly, when appropriate

Copyright © 2014 MJ Hoffman and Associates, LLC. All rights reserved. No part of this publication may be reproduced, stored without prior written consent.

NAVIGATING WITH GATEKEEPERS•DON’T start with your name•DON’T step on your close•DON’T use “honesty” words•DON’T launch into your company’s bio•DON’T hang up first•DO be honest•DO slow down•DO have your Personal Commercial READY•DO use “tie downs”•DO use the “Columbo” or “Door Knob” technique

Copyright © 2014 MJ Hoffman and Associates, LLC. All rights reserved. No part of this publication may be reproduced, stored without prior written consent.

YOUR SALESMBA™MJ Hoffman and Associates, LLC.

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@mjhoffman.com

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