My Best Sales Strategy For Getting To The Decision Maker

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YouTube Transcript: English (auto-generated)

00:00

okay so Jack just asked a question how

00:01

do you get past the gatekeepers to the

00:04

decision-makers all right so this is

00:06

something to understand so here is any

00:09

office on planet earth right here’s the

00:12

front door of that office and somehow in

00:15

the out front there’s like usually

00:17

there’s this is like chest like me about

00:19

playing chess right outside there’s like

00:20

the first guard and there’s just like a

00:22

table or something they’re like hello

00:23

how can I help you right and then

00:25

somebody get past that guard then

00:26

there’s like all the other people here

00:28

all right you have to get through them

00:31

back here is like the person you’re

00:33

trying to get to here’s the

00:34

decision-maker I guy I must get to this

00:36

person if I get to them all my wildest

00:38

dreams come true right and he’s next

00:39

decision person there’s another guard

00:40

that’s blocking him right okay so she

00:42

have to understand this is like how it

00:43

all works so if you should I come in the

00:45

front door you’re gonna get stopped

00:46

right here the first person and they’re

00:47

gonna come back in back there’s some

00:48

crazy person in the front door I’m

00:50

always saying that cuz this happens all

00:51

the time in front of my office here just

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you guys are fully aware okay and I’m

00:55

like gonna come back there’s some crazy

00:56

person I’m like get them away cuz I

00:57

don’t know who they are and they show up

00:58

with a gun who knows you never know

01:00

right and so you know me that crazy

01:01

person so this is the strategy I think

01:03

through Ken this person is the

01:06

decision-maker that you’re trying to get

01:08

to but the problem is that they’re

01:09

making so many decisions they don’t make

01:10

the initial set of decisions this person

01:13

next to him this is the gatekeeper this

01:16

is the person you care about okay now

01:18

this person could be an assistant it

01:19

could be a spouse can be a lot of things

01:21

one of the number one mistakes I see

01:22

people happen all the time my wife and I

01:24

are flying almost every time we find out

01:26

we get approached by somebody and

01:27

they’ll come up like Russell they’re so

01:29

excited meet me right girl Russell and

01:30

my wife sitting there and my kids my

01:32

wife Colette and then and I go high and

01:34

it’ll back at me and they totally blow

01:35

my wife off right guess what happens

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instant wife’s like I don’t like that

01:38

person and then I see my wife I always

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see her all the time she’ll be like show

01:43

ask a shots a specific question like

01:45

she’ll say something show like oh and

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she’ll say something to that person and

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then that person will like blow her off

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or ignore her or whatever and then and

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I’m very aware of it she’s very aware of

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and the person she is so excited I don’t

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even notice it but they offended the

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decision-maker okay now I don’t care how

01:59

cool you are in the future you’re never

02:01

gonna get past all the gatekeepers

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because my wife Big O that’s the person

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who blew me off in the airport last

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person who didn’t give me the time of

02:06

day lots of you know Elaine sent me to

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my assistant

02:08

Melanie some you guys are my sister

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Melanie like like all my decisions would

02:12

go through her initially right

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and if she’s been treated good like

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there’s people that treat her really

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good that know her and then they get

02:18

through the gatekeeper so I’d be looking

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like how do I do dream 100 to the

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decision-maker how do I appeal to this

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person because this is the person that

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actually matters because if it doesn’t

02:27

pass that person will never get to you

02:29

as a whole and so for me it’s all about

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figuring that out like who are the

02:33

people like there is a big person I was

02:35

trying to get hold and actually got some

02:36

of that person’s time and so I did I

02:38

sent the spouse of that person a gift

02:40

and the person called me I say like in

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tears was like no one in my 20 years in

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business has ever thanked my wife for my

02:46

time and the fact you did that now we’ll

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be friends and partners for life we’ve

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done tons of deals together because of

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that right so I was very aware of like

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the person supporting the decision maker

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other times I’m like I need to get

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decision maker I’m like hey who’s the

02:58

person supporting the decision maker how

03:00

can I make their life better what can I

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send them kissing them gifts can I

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contact them how do I build a

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relationship with them when I’m at an

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event and don’t don’t try to bombard

03:06

this person so I got a million people

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talking to him and like going crazy and

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like and I just know from my personal

03:12

sample and they’re talking I go to an

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event I get 50,000 people asked me

03:16

questions on so I’m so like over London

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don’t seem it happening the smart ones

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walk over to my assistant or walked with

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my partners and they talked to them and

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that person comes back to me later like

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oh do you meet so a lot these person is

03:25

awesome and that’s like how you get

03:27

around is by befriending the gatekeeper

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so it’s not how do I get past the

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gatekeeper how do you build a

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relationship the gatekeeper because they

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are the gatekeeper so there’s the big

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the big seeker for those who are

03:35

wondering thank you so much for watching

03:37

every single week we publish new secrets

03:39

just like this so make sure you

03:40

subscribe so you don’t miss any of them

03:41

and I will see you on the next video

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