{"id":18839,"date":"2023-01-06T04:00:38","date_gmt":"2023-01-05T20:00:38","guid":{"rendered":"https:\/\/www.xiazhi.co\/?p=18839"},"modified":"2023-03-10T18:58:52","modified_gmt":"2023-03-10T10:58:52","slug":"%e5%86%b7%e5%91%bc%e5%8f%ab%e6%97%b6%e9%80%9a%e8%bf%87%e7%9c%8b%e9%97%a8%e4%ba%ba%e7%9a%84-6-%e7%a7%8d%e6%96%b9%e6%b3%95","status":"publish","type":"post","link":"https:\/\/www.xiazhi.co\/en\/%e5%86%b7%e5%91%bc%e5%8f%ab%e6%97%b6%e9%80%9a%e8%bf%87%e7%9c%8b%e9%97%a8%e4%ba%ba%e7%9a%84-6-%e7%a7%8d%e6%96%b9%e6%b3%95\/","title":{"rendered":"\u51b7\u547c\u53eb\u65f6\u901a\u8fc7\u770b\u95e8\u4eba\u7684 6 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class=\"wp-block-heading\" id=\"what-is-a-gatekeeper\">\u4ec0\u4e48\u662f\u5b88\u95e8\u4eba\uff1f<\/h2>\n\n\n\n<p>\u5728\u9500\u552e\u4e2d\uff0c\u5b88\u95e8\u4eba\u662f\u529e\u516c\u5ba4\u7ecf\u7406\u3001\u79c1\u4eba\u52a9\u7406\u6216\u5b9e\u4e60\u751f\uff0c\u4ed6\u4eec\u4e3a\u5fd9\u788c\u7684\u51b3\u7b56\u8005\u63a5\u542c\u7535\u8bdd\uff0c\u5e76\u8bc4\u4f30\u6253\u7535\u8bdd\u7684\u4eba\u662f\u5426\u503c\u5f97\u8001\u677f\u82b1\u65f6\u95f4\u3002<\/p>\n\n\n\n<figure class=\"wp-block-image\"><img decoding=\"async\" src=\"https:\/\/static.xiazhi.co\/wp-content\/uploads\/2023\/01\/manage-gatekeepers-image-of-a-road-closed-sign-and-a-fence-locked-.png\" alt=\"\u7ba1\u7406\u5b88\u95e8\u4eba \u9053\u8def\u5c01\u95ed\u6807\u5fd7\u548c\u5df2\u9501\u5b9a\u56f4\u680f\u7684\u56fe\u50cf\"\/><\/figure>\n\n\n\n<p>\u5982\u679c\u7b54\u6848\u662f\u201c\u662f\u201d\uff0c\u5b88\u95e8\u4eba\u4f1a\u5c06\u60a8\u4e0e\u76f8\u5173\u51b3\u7b56\u8005\u8054\u7cfb\u8d77\u6765\u3002\u5982\u679c\u7b54\u6848\u662f\u5426\u5b9a\u7684\uff0c\u4ed6\u4eec\u53ef\u80fd\u4f1a\u544a\u8bc9\u60a8\u60a8\u8981\u8054\u7cfb\u7684\u4eba\u5f53\u5929\u4e0d\u5728\uff0c\u6216\u8005\u627f\u8bfa\u4f20\u9012\u6c38\u8fdc\u4e0d\u4f1a\u5230\u8fbe\u76ee\u6807\u7684\u4fe1\u606f\u3002<\/p>\n\n\n\n<p>\u8981\u5728\u9500\u552e\u4e2d\u53d6\u5f97\u6210\u529f\uff0c<em>\u60a8\u5fc5\u987b<\/em>\u5b66\u4f1a\u5982\u4f55\u5728\u51b7\u547c\u53eb\u65f6\u7ed5\u8fc7\u770b\u95e8\u4eba\u3002<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"don-t-stress-about-gatekeepers-\">\u4e0d\u8981\u62c5\u5fc3\u770b\u95e8\u4eba\uff01<\/h3>\n\n\n\n<p>\u9500\u552e\u4eba\u5458\u503e\u5411\u4e8e\u4ee5\u8d1f\u9762\u7684\u773c\u5149\u770b\u5f85\u770b\u95e8\u4eba\u3002\u8fd9\u4e9b\u4eba\u53ef\u4ee5\u5728\u5356\u5bb6\u6709\u673a\u4f1a\u8fdb\u884c\u9002\u5f53\u7684\u5ba3\u4f20\u4e4b\u524d\u5b8c\u5168\u5173\u95ed\u9500\u552e\u3002\u611f\u89c9\u81ea\u5df1\u649e\u5230\u4e86\u4e00\u5835\u7816\u5899\u53ef\u80fd\u4f1a\u4ee4\u4eba\u6cae\u4e27\u3002<\/p>\n\n\n\n<p>\u4f46\u6211\u5e0c\u671b\u4f60\u6539\u53d8\u4f60\u7684\u5fc3\u6001\u3002\u4e0e\u5176\u5c06\u5b88\u95e8\u4eba\u89c6\u4e3a\u95ee\u9898\uff0c\u4e0d\u5982\u5c06\u5b83\u4eec\u89c6\u4e3a\u8e0f\u5165\u5927\u95e8\u7684\u673a\u4f1a\u3002\u8fdb\u884c\u95f2\u804a\uff0c\u63d0\u51fa\u53ef\u80fd\u6709\u52a9\u4e8e\u60a8\u66f4\u597d\u5730\u786e\u5b9a\u6f5c\u5728\u5ba2\u6237\u8d44\u683c\u7684\u95ee\u9898\uff08\u53ea\u662f\u4e0d\u8981\u975e\u5e38\u660e\u663e\uff01\u8fd9\u6837\u505a\u5c06\u5e2e\u52a9\u60a8\u5efa\u7acb\u878d\u6d3d\u7684\u5173\u7cfb\u5e76\u8d62\u5f97\u4fe1\u4efb\u3002\u4e00\u65e6\u53d1\u751f\u8fd9\u79cd\u60c5\u51b5\uff0c\u60a8\u5c31\u53ef\u4ee5\u5f88\u597d\u5730\u83b7\u5f97\u63a8\u8350\u3002<\/p>\n\n\n\n<p>\u60f3\u8c61\u4e00\u4e0b\uff0c\u4e0e\u6f5c\u5728\u5ba2\u6237\u4ea4\u8c08\uff0c<em>\u4e0d\u662f<\/em>\u4f5c\u4e3a\u968f\u673a\u6253\u7535\u8bdd\u5e76\u60f3\u8981\u79fb\u52a8\u4ea7\u54c1\u7684\u4eba\uff0c\u800c\u662f\u4f5c\u4e3a<em>\u503c\u5f97\u4fe1\u8d56\u7684\u987e\u95ee<\/em>\uff0c\u5206\u4eab\u6709\u4ef7\u503c\u7684\u4fe1\u606f\u3002<\/p>\n\n\n\n<p>\u8fd9\u6837\u66f4\u597d\uff0c\u5bf9\u5427\uff1f<\/p>\n\n\n\n<p><strong>\u4e13\u4e1a\u63d0\u793a\uff1a<\/strong>\u5f53\u60a8\u5c06\u770b\u95e8\u4eba\u89c6\u4e3a\u673a\u4f1a\u65f6\uff0c\u60a8\u4f1a\u8ba9\u81ea\u5df1\u5904\u4e8e\u4e0e\u51b3\u7b56\u8005\u8054\u7cfb\u5e76\u5b8c\u6210\u66f4\u591a\u4ea4\u6613\u7684\u66f4\u597d\u4f4d\u7f6e\u3002<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"6-effective-strategies-for-getting-past-the-gatekeepers-and-improving-your-close-rates\">\u901a\u8fc7\u770b\u95e8\u4eba\u5e76\u63d0\u9ad8\u6210\u4ea4\u7387\u7684 6 \u79cd\u6709\u6548\u7b56\u7565<\/h2>\n\n\n\n<p>\u8981\u8fdb\u884c\u9500\u552e\uff0c\u60a8\u5fc5\u987b\u901a\u8fc7\u770b\u95e8\u4eba\u3002\u95ee\u9898\u662f\uff0c<em>\u600e\u4e48\u505a<\/em>\uff1f<\/p>\n\n\n\n<p>\u522b\u62c5\u5fc3\uff0c\u8fd9\u4e0d\u662f\u706b\u7bad\u79d1\u5b66\u3002\u6709\u4e86\u4e00\u70b9\u8bc0\u7a8d\uff0c\u4f60\u5c31\u4f1a\u8f7b\u800c\u6613\u4e3e\u5730\u901a\u8fc7\u770b\u95e8\u4eba\uff0c\u8fdb\u884c\u66f4\u591a\u7684B2B\u9500\u552e\uff0c\u628a\u4f60\u53d8\u6210\u9500\u552e\u56e2\u961f\u7684\u660e\u661f\u3002<\/p>\n\n\n\n<p>\u4ee5\u4e0b\u662f\u60a8\u5e94\u8be5<em>\u7acb\u5373<\/em>\u5b9e\u65bd\u7684\u516d\u79cd\u7b56\u7565\uff0c\u4ee5\u4fc3\u8fdb\u51fa\u5883\u9500\u552e\uff1a<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"1-do-your-research-before-talking-to-gatekeepers\">1. \u5728\u4e0e\u770b\u95e8\u4eba\u4ea4\u8c08\u4e4b\u524d\u8fdb\u884c\u7814\u7a76<\/h3>\n\n\n\n<p>\u5728\u6253\u7535\u8bdd<em>\u7ed9\u4ed6\u4eec\u4e4b\u524d<\/em>\uff0c\u4f60\u7814\u7a76\u4e86\u4f60\u7684\u524d\u666f\uff0c\u5bf9\u5427\uff1f<\/p>\n\n\n\n<p>\u82b1\u70b9\u65f6\u95f4\u4e86\u89e3\u60a8\u60f3\u5356\u7ed9\u7684\u4eba\u3002\u4ed6\u4eec\u7684\u76ee\u6807\u662f\u4ec0\u4e48\uff1f\u4ed6\u4eec\u5728\u6323\u624e\u4ec0\u4e48\uff1f\u4ed6\u4eec\u5df2\u7ecf\u4f7f\u7528\u4e86\u54ea\u4e9b\u5176\u4ed6\u4ea7\u54c1\u548c\/\u6216\u670d\u52a1\uff1f<\/p>\n\n\n\n<p>\u8fd8\u8981\u7814\u7a76\u60a8\u7684\u6f5c\u5728\u5ba2\u6237\u5de5\u4f5c\u7684\u516c\u53f8\u3002\u5b83\u6709\u591a\u5927\uff1f\u5b83\u5c5e\u4e8e\u54ea\u4e2a\u884c\u4e1a\uff1f\u5b83\u662f\u5426\u6709\u9884\u7b97\u8d2d\u4e70\u60a8\u9500\u552e\u7684\u4ea7\u54c1\u548c\/\u6216\u670d\u52a1\uff1f<\/p>\n\n\n\n<p>\u60a8\u53ef\u4ee5\u901a\u8fc7\u641c\u7d22\u4e92\u8054\u7f51\u627e\u5230\u5927\u591a\u6570\u95ee\u9898\u7684\u7b54\u6848\u3002\u50cfLinkedIn\u8fd9\u6837\u7684\u7f51\u7ad9\u662f\u4fe1\u606f\u7684\u91d1\u77ff\u3002\u516c\u53f8\u7f51\u7ad9\u548c\u535a\u5ba2\u4e5f\u5f88\u6709\u7528\u3002<\/p>\n\n\n\n<p>\u5728\u7814\u7a76\u671f\u95f4\uff0c\u8c03\u67e5\u60a8\u53ef\u80fd\u4f1a\u4e0e\u4e4b\u4ea4\u8c08\u7684\u770b\u95e8\u4eba\uff0c\u5e76\u4e3a\u4e0e\u4ed6\u4eec\u4ea4\u8c08\u505a\u597d\u51c6\u5907\u3002\u4f8b\u5982\uff0c\u60a8\u53ef\u80fd\u4f1a\u4e86\u89e3\u5230\u770b\u95e8\u4eba\u8fc7\u53bb\u66fe\u4f7f\u7528\u8fc7\u7ade\u4e89\u5bf9\u624b\u7684\u4ea7\u54c1\u4e4b\u4e00\u3002\u4ed6\u4eec\u771f\u7684\u5f88\u4e0d\u559c\u6b22\u8fd9\u79cd\u4f53\u9a8c\uff0c\u8fd9\u73b7\u6c61\u4e86\u4ed6\u4eec\u5bf9\u8be5\u7c7b\u522b\u4e2d\u6bcf\u79cd\u4ea7\u54c1\u7684\u770b\u6cd5\u3002<\/p>\n\n\n\n<p>\u8fd9\u4e9b\u4fe1\u606f\u53ef\u4ee5\u5e2e\u52a9\u60a8\u8c03\u6574\u9500\u552e\u5ba3\u4f20\uff0c\u5e76\u4ee5\u4e0d\u4f1a\u7acb\u5373\u5f15\u53d1\u8d1f\u9762\u60c5\u7eea\u7684\u65b9\u5f0f\u8c08\u8bba\u60a8\u7684\u4ea7\u54c1\u3002\u8fd9\u6837\u505a\u53ef\u4ee5\u786e\u4fdd\u4ed6\u4eec\u4e0d\u4f1a\u81ea\u52a8\u6ce8\u9500\u4f60\uff0c\u5e76\u963b\u6b62\u4f60\u4e0e\u4ed6\u4eec\u7684\u8001\u677f\u4ea4\u8c08\u3002<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"2-provide-value-to-gatekeepers-to-build-a-relationship\">2. \u4e3a\u5b88\u95e8\u4eba\u63d0\u4f9b\u4ef7\u503c\u4ee5\u5efa\u7acb\u5173\u7cfb<\/h3>\n\n\n\n<p>\u5927\u591a\u6570\u9500\u552e\u7ecf\u7406\u4f1a\u544a\u8bc9\u4f60<em>\u4e0d\u8981<\/em>\u5356\u7ed9\u770b\u95e8\u4eba\u3002\u76f8\u53cd\uff0c\u4ed6\u4eec\u4f1a\u5e0c\u671b\u4f60\u901a\u8fc7\u95f2\u804a\u548c\u8ff7\u4eba\u7684\u8c08\u8bdd\u4e0e\u770b\u95e8\u4eba\u5efa\u7acb\u878d\u6d3d\u7684\u5173\u7cfb\u3002<\/p>\n\n\n\n<p>\u8001\u5b9e\u8bf4\uff0c\u8fd9\u662f\u4e00\u5806\u5e9f\u8bdd\u3002<\/p>\n\n\n\n<p>\u770b\u95e8\u4eba\u53ef\u80fd\u4e0d\u4f1a\u505a\u51fa\u8d2d\u4e70\u51b3\u5b9a\uff0c\u4f46\u4ed6\u4eec\u662f\u9500\u552e\u8fc7\u7a0b\u4e2d\u7684\u5229\u76ca\u76f8\u5173\u8005\u3002\u5982\u679c\u4f60\u8bd5\u56fe\u751c\u8a00\u871c\u8bed\u5730\u628a\u4ed6\u4eec\u8ba9\u5f00\uff0c\u4f60\u53ef\u80fd\u4f1a\u88ab\u89c6\u4e3a\u53e6\u4e00\u4e2a\u9500\u552e\u4ee3\u8868\uff0c\u4e5f\u5c31\u662f\u4ed6\u4eec\u5e94\u8be5\u4fdd\u62a4\u51b3\u7b56\u8005\u7684\u90a3\u79cd\u4eba\u3002<\/p>\n\n\n\n<p>\u540c\u7406\u5fc3\u662f\u9500\u552e\u4e2d\u7684\u4e00\u9879\u91cd\u8981\u6280\u80fd\u3002\u4f60\u9700\u8981\u4e00\u79cd\u4ea7\u751f\u7ed3\u679c\u7684\u987d\u56fa\u6001\u5ea6\uff0c\u4f46\u4f60\u4e5f\u9700\u8981\u4e00\u4e2a\u5fae\u8c03\u7684\u60c5\u611f\u5929\u7ebf\u3002<\/p>\n\n\n\n<p>\u4e00\u65e6\u4f60\u7ed9\u4e00\u5bb6\u516c\u53f8\u6253\u7535\u8bdd\uff0c\u4e0e\u770b\u95e8\u4eba\u4ea4\u8c08\uff0c\u5e76\u8981\u6c42\u4e0e\u4ed6\u4eec\u7684\u8001\u677f\u4ea4\u8c08\uff0c\u7535\u8bdd\u53e6\u4e00\u7aef\u7684\u4eba\u5c31\u4f1a\u7acb\u5373\u5f00\u59cb\u6743\u8861\u5229\u5f0a\u3002<\/p>\n\n\n\n<p>\u4ed6\u4eec\u4f1a\u60f3\uff0c\u201c\u8fd9\u91cc\u6709\u4ec0\u4e48\u597d\u5904\uff1f\u6211\u5e94\u8be5\u6253\u65ad\u8001\u677f\u7e41\u5fd9\u7684\u65e5\u7a0b\u4e0e\u8fd9\u4e2a\u4eba\u4ea4\u8c08\u5417\uff1f\u8fd9\u6837\u505a\u4f1a\u8ba9\u6211\u52a0\u85aa\u5417\uff1f\u4f1a\u4e0d\u4f1a\u8ba9\u6211\u88ab\u7092\u9c7f\u9c7c\uff1f<\/p>\n\n\n\n<p>\u7b2c\u4e00\u6b65\u662f<strong>\u5c06\u770b\u95e8\u4eba\u7684\u611f\u77e5\u98ce\u9669\u964d\u81f3\u6700\u4f4e<\/strong>\u3002<\/p>\n\n\n\n<p>\u6240\u4ee5\uff0c\u544a\u8bc9\u4ed6\u4eec\u4f60\u53ea\u9700\u898110\u5206\u949f\u6765\u8ba8\u8bba\u53ef\u4ee5\u5e2e\u52a9\u4ed6\u4eec\u4e1a\u52a1\u7684\u4ea7\u54c1\u3002\u4f60\u6253\u7535\u8bdd\u662f\u4e3a\u4e86\u89e3\u51b3\u95ee\u9898\uff0c\u4f60\u5e76\u6ca1\u6709\u8981\u6c42\u4ed6\u4eec\u592a\u591a\u7684\u65f6\u95f4\u3002<\/p>\n\n\n\n<p>\u8ba9\u770b\u95e8\u4eba\u77e5\u9053\uff0c\u5982\u679c\u4ed6\u4eec<em>\u4e0d<\/em>\u8ba9\u4f60\u4e0e\u51b3\u7b56\u8005\u4ea4\u8c08\uff0c\u4ed6\u4eec\u6709\u4ec0\u4e48\u5229\u5bb3\u5173\u7cfb\u2014\u2014\u7ade\u4e89\u5bf9\u624b\u5df2\u7ecf\u8ba4\u8bc6\u5230\u4f60\u7684\u4ea7\u54c1\u7684\u4ef7\u503c\uff0c\u4ed6\u4eec\u4e0d\u80fd\u653e\u5f03\u8fd9\u4e2a\u673a\u4f1a\u3002<\/p>\n\n\n\n<p>\u5728\u5236\u4f5c\u97f3\u8c03\u65f6\uff0c\u8bf7\u8003\u8651\u4ee5\u4e0b\u95ee\u9898\uff1a<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>\u6709\u4ec0\u4e48\u98ce\u9669\uff1f<\/li>\n\n\n\n<li>\u5956\u52b1\u662f\u4ec0\u4e48\uff1f<\/li>\n\n\n\n<li>\u4f60\u80fd\u89e3\u51b3\u54ea\u4e9b\u95ee\u9898\uff1f<\/li>\n\n\n\n<li>\u4ed6\u4eec\u7684\u4e2a\u4eba\u76ee\u6807\u662f\u4ec0\u4e48\uff1f<\/li>\n\n\n\n<li>\u60a8\u5982\u4f55\u652f\u6301\u4ed6\u4eec\u5b9e\u73b0\u8fd9\u4e9b\u76ee\u6807\uff1f<\/li>\n<\/ul>\n\n\n\n<p>\u4e0e\u4efb\u4f55\u591a\u65b9\u5229\u76ca\u76f8\u5173\u8005\u9500\u552e\u6d41\u7a0b\u4e00\u6837\uff0c\u60a8\u9700\u8981\u5f04\u6e05\u695a\u5982\u4f55\u6ee1\u8db3\u53c2\u4e0e\u6b64\u6b21\u8d2d\u4e70\u7684\u6bcf\u4e2a\u4eba\uff08<em>\u5305\u62ec<\/em>\u770b\u95e8\u4eba\uff09\u7684\u9700\u6c42\u3002<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"3-build-trust\">3. \u5efa\u7acb\u4fe1\u4efb<\/h3>\n\n\n\n<p>\u901a\u8fc7\u8bda\u5b9e\u548c\u76f4\u622a\u4e86\u5f53\u6765\u5efa\u7acb\u4fe1\u4efb\uff0c\u5e76\u8003\u8651<a href=\"https:\/\/www.xiazhi.co\/archives\/18840\" title=\"\">\u5ba2\u6237\u9700\u6c42\u7684\u4e09\u4e2a\u5c42\u6b21<\/a>\uff1a\u516c\u53f8\u3001\u90e8\u95e8\u548c\u4e2a\u4eba\u3002<\/p>\n\n\n\n<figure class=\"wp-block-image\"><img decoding=\"async\" src=\"https:\/\/static.xiazhi.co\/wp-content\/uploads\/2023\/01\/3-need-levels-min.png\" alt=\"gatekeeping guide: levels of customer need chart individual dept company \"\/><\/figure>\n\n\n\n<p>\u5f53\u60a8\u6ee1\u8db3\u8fd9\u4e9b\u9700\u6c42\u65f6\uff0c\u5efa\u7acb\u4fe1\u4efb\u8981\u5bb9\u6613\u5f97\u591a\u3002\u4f8b\u5982\uff0c\u516c\u53f8\u53ef\u4ee5\u8282\u7701\u8d44\u91d1\uff0c\u90e8\u95e8\u53ef\u4ee5\u7b80\u5316\u5de5\u4f5c\u6d41\u7a0b\uff0c\u529e\u516c\u5ba4\u7ba1\u7406\u5458\uff08\u672c\u4f8b\u4e2d\u7684\u770b\u95e8\u4eba\uff09\u53ef\u80fd\u4f1a\u56e0\u5efa\u8bae\u60a8\u7684\u65b0\u89e3\u51b3\u65b9\u6848\u800c\u83b7\u5f97\u8d5e\u8a89\u751a\u81f3\u664b\u5347\u3002<\/p>\n\n\n\n<p><strong>\u5c3d\u4f60\u6240\u80fd\u5f25\u5408\u6000\u7591\u548c\u4fe1\u4efb\u4e4b\u95f4\u7684\u5dee\u8ddd<\/strong>\u3002<\/p>\n\n\n\n<p>\u4f7f\u7528\u63a8\u8350\u6765\u8bc1\u660e\u60a8\u5151\u73b0\u4e86\u627f\u8bfa\u3002\u8ba8\u8bba\u60a8\u5e2e\u52a9\u8fc7\u7684\u5176\u4ed6\u4f01\u4e1a\u4ee5\u53ca\u60a8\u5e2e\u52a9\u4ed6\u4eec\u7684\u539f\u56e0\u3002\u5206\u4eab\u4e00\u4e2a\u5173\u4e8e\u4f60\u4f5c\u4e3a\u5b9e\u4e60\u751f\u7684\u65e5\u5b50\u7684\u6545\u4e8b\uff0c\u5de7\u5999\u5730\u5efa\u8bae\u4f60\u4e86\u89e3\u4ed6\u4eec\u804c\u4f4d\u5e26\u6765\u7684\u8d23\u4efb\u3002<\/p>\n\n\n\n<p>\u5982\u679c\u4f60\u4e0d\u80fd\u5efa\u7acb\u4fe1\u4efb\uff0c\u6216\u8005\u5982\u679c\u4ed6\u4eec\u4e0d\u76f8\u4fe1\u4f60\u628a\u4ed6\u4eec\u7684\u6700\u5927\u5229\u76ca\u653e\u5728\u5fc3\u4e0a\uff0c\u4ed6\u4eec\u5c31\u4e0d\u53ef\u80fd\u652f\u6301\u4f60\u7684\u4ea7\u54c1\u6216\u670d\u52a1\u3002<\/p>\n\n\n\n<p><strong>\u4e13\u4e1a\u63d0\u793a\uff1a&nbsp;<\/strong>\u4fe1\u4efb\u53ef\u4ee5\u901a\u8fc7\u591a\u79cd\u65b9\u5f0f\u5efa\u7acb\u3002\u505a\u4f60\u7684\u7814\u7a76\uff08\u89c1\u4e0a\u6587\uff09\uff0c\u627e\u5230\u4f60\u9700\u8981\u901a\u8fc7LinkedIn\u7684\u770b\u95e8\u4eba\u3002\u53d1\u9001\u8fde\u63a5\u8bf7\u6c42\u5e76\u5f00\u59cb\u4e0e\u4ed6\u4eec\u5efa\u7acb\u5173\u7cfb\u3002\u8fd9\u6837\uff0c\u5f53\u4f60\u6700\u7ec8\u6253\u7535\u8bdd\u65f6\uff0c\u4f60\u5c31\u4e0d\u662f\u4e00\u4e2a\u964c\u751f\u4eba\u4e86\u3002<\/p>\n\n\n\n<p>\u793e\u4ea4\u9500\u552e\u662f\u4e00\u79cd\u5f3a\u5927\u7684\u9500\u552e\u53d1\u5c55\u5f62\u5f0f\u3002\u867d\u7136\u5b83\u4e0d\u4f1a\u5e2e\u52a9\u4f60\u901a\u8fc7\u6bcf\u4e00\u4e2a\u770b\u95e8\u4eba\uff0c\u4f46\u5b83\u4f1a\u5e2e\u52a9\u4f60\u901a\u8fc7\u5f88\u591a\u770b\u95e8\u4eba\u2014\u2014\u5982\u679c\u4f60\u6709\u8010\u5fc3\u7684\u8bdd\u3002<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"4-manage-gatekeeper-objections\">4. \u7ba1\u7406<em>\u7f51\u5b88<\/em>\u5f02\u8bae<\/h3>\n\n\n\n<p>\u6bcf\u4e2a\u6210\u529f\u7684\u5356\u5bb6\u90fd\u77e5\u9053\u5982\u4f55\u5904\u7406\u9500\u552e\u5f02\u8bae\uff1b\u8fd9\u662f\u9500\u552e\u57f9\u8bad101\u3002\u4f60\u731c\u600e\u4e48\u7740\uff1f\u5b88\u95e8\u4eba\u4e5f\u6709\u53cd\u5bf9\u610f\u89c1\uff0c\u4ed6\u4eec\u53ef\u80fd\u4e0e\u5176\u4ed6\u51b3\u7b56\u8005\u7684\u75db\u70b9\u6709\u5f88\u5927\u4e0d\u540c\u3002<\/p>\n\n\n\n<p>\u4ee5\u4e0b\u662f\u60a8\u53ef\u80fd\u4f1a\u542c\u5230\u7684\u4e00\u4e9b\u53cd\u5bf9\u610f\u89c1\uff1a<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>\u6211\u6ca1\u6709\u65f6\u95f4\u505a\u8fd9\u4e2a\u3002<\/li>\n\n\n\n<li>\u6211\u7684\u8001\u677f\u4e0d\u60f3\u548c\u9500\u552e\u4ee3\u8868\u4ea4\u8c08\u3002<\/li>\n\n\n\n<li>\u6211\u4eec\u4ee5\u524d\u5c1d\u8bd5\u8fc7\u8fd9\u6837\u7684\u4e1c\u897f\uff0c\u4f46\u6ca1\u6709\u594f\u6548\u3002<\/li>\n\n\n\n<li>\u53ea\u9700\u5411\u6211\u4eec\u53d1\u9001\u4e00\u4e9b\u4fe1\u606f\u3002<\/li>\n\n\n\n<li>\u8fd9\u4e0d\u662f\u73b0\u5728\u7684\u4f18\u5148\u4e8b\u9879\u3002<\/li>\n<\/ul>\n\n\n\n<p>\u8981\u786e\u5b9a<em>\u4f60<\/em>\u5e38\u89c1\u7684\u53cd\u5bf9\u610f\u89c1\uff0c\u95ee\u95ee\u81ea\u5df1\uff0c\u201c\u6211\u4e0e\u4e4b\u4ea4\u8c08\u7684\u770b\u95e8\u4eba\u5173\u5fc3\u4ec0\u4e48\uff1f\u201d\u548c\u201c\u4ed6\u4eec\u5206\u4eab\u8001\u677f\u7684\u7535\u8bdd\u53f7\u7801\u6709\u4ec0\u4e48\u5bb3\u6015\uff1f\u201d<\/p>\n\n\n\n<p>\u7136\u540e\u521b\u5efa\u4e00\u4e2a\u5f02\u8bae\u6587\u6863\u7ba1\u7406\uff0c\u4ee5\u4fbf\u60a8\u53ef\u4ee5\u5bf9\u8fd9\u4e9b\u95ee\u9898\u505a\u51fa\u7b80\u6d01\u800c\u6df1\u601d\u719f\u8651\u7684\u56de\u7b54\uff0c\u5e76\u66f4\u6709\u6548\u5730\u5904\u7406\u963b\u529b\u3002\u76ee\u6807\u662f\u4e0e\u4ed6\u4eec\u7684\u8001\u677f\u4ea4\u8c08\u2014\u2014\u6240\u4ee5\u60f3\u60f3\u4ed6\u4eec\u4e3a\u4ec0\u4e48\u4e0d\u60f3\u628a\u4f60\u4f20\u7ed9\u522b\u4eba\uff0c\u800c\u4e0d\u4ec5\u4ec5\u662f\u4e3a\u4ec0\u4e48\u4f60\u7684\u89e3\u51b3\u65b9\u6848\u662f\u5b8c\u7f8e\u7684\u3002<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"5-use-a-sales-script-specifically-for-gatekeepers\">5. \u4f7f\u7528\u4e13\u95e8\u9488\u5bf9\u770b\u95e8\u4eba\u7684\u9500\u552e\u811a\u672c<\/h3>\n\n\n\n<p>\u60a8\u53ef\u80fd\u5df2\u7ecf\u4e3a\u51b3\u7b56\u8005\u521b\u5efa\u4e86\u4e00\u4e2a\u51fa\u8272\u7684\u51b7\u547c\u53eb\u811a\u672c\u3002\u73b0\u5728\u6211\u5e0c\u671b\u4f60\u521b\u5efa\u4e00\u4e2a\u6765\u901a\u8fc7\u770b\u95e8\u4eba\uff0c\u4e5f\u662f\u3002\u4ee5\u4e0b\u662f\u811a\u672c\u5e94\u5177\u6709\u7684\u4e00\u4e9b\u5143\u7d20\uff1a<\/p>\n\n\n\n<p><strong>\u4e0e\u770b\u95e8\u4eba\u7684\u5404\u79cd\u5bf9\u8bdd\u4e2d\u7684\u6709\u6548\u77ed\u8bed\uff1a<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>\u201c\u4e5f\u8bb8\u4f60\u80fd\u5e2e\u6211&#8230;\u201d<\/li>\n\n\n\n<li>\u201c\u6211\u60f3\u77e5\u9053\u8c01\u80fd\u5e2e\u6211&#8230;\u201d<\/li>\n\n\n\n<li>\u201c\u6211\u4e0d\u592a\u786e\u5b9a\u8c01\u662f\u5408\u9002\u7684\u4eba&#8230;&#8230;\u201d<\/li>\n\n\n\n<li>\u201c\u6211\u80fd\u4e0d\u80fd\u5feb\u70b9\u95ee\u4f60&#8230;\u201d<\/li>\n<\/ul>\n\n\n\n<p>\u5728\u9500\u552e\u5bf9\u8bdd\u4e2d\u5bfb\u6c42\u5e2e\u52a9\u662f\u6211\u6700\u559c\u6b22\u7684\u9500\u552e\u6280\u5de7\u4e4b\u4e00\uff0c\u5b83\u4e5f\u9002\u7528\u4e8e\u770b\u95e8\u4eba\u3002\u4e3a\u4ec0\u4e48\uff1f\u56e0\u4e3a\u5b83\u6539\u53d8\u4e86\u5bf9\u8bdd\u7684\u52a8\u6001\u3002\u5b83\u8ba9\u4f60\u66f4\u5bb9\u6613\u53d7\u5230\u4f24\u5bb3\uff0c\u8fd9\u9f13\u52b1\u4ed6\u4eec\u505a\u540c\u6837\u7684\u4e8b\u60c5\uff0c\u5efa\u7acb\u4fe1\u4efb\u3002<\/p>\n\n\n\n<p><br><strong>\u5229\u7528\u516c\u53f8\u4e2d\u4e0e\u60a8\u4ea4\u8c08\u8fc7\u6216\u8ba4\u8bc6\u7684\u5176\u4ed6\u4eba\uff1a<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>\u201c\u6211\u548c\u8fc8\u514b\u5c14\u00b7\u8a79\u59c6\u65af\uff08Michael James\uff09\u8c08\u8fc7\u6cd5\u5f8b\u95ee\u9898\uff0c\u73b0\u5728\u6b63\u8bd5\u56fe\u8054\u7cfb\u8fd0\u8425\u4eba\u5458\u3002<\/li>\n\n\n\n<li>\u201c\u6211\u8ba1\u5212\u4e0e\u8fc8\u514b\u5c14\u00b7\u8a79\u59c6\u65af\uff08Michael James\uff09\u5728\u6cd5\u5f8b\u90e8\u95e8\u4f1a\u9762\uff0c\u5728\u6b64\u4e4b\u524d\uff0c\u6211\u60f3\u4e0e\u8fd0\u8425\u4eba\u5458\u4ea4\u8c08\u3002<\/li>\n<\/ul>\n\n\n\n<p>\u8fd9\u79cd\u7b56\u7565\u5c06\u9f13\u52b1\u5927\u591a\u6570\u770b\u95e8\u4eba\u5c06\u60a8\u4f20\u9012\u7ed9\u51b3\u7b56\u8005\u3002\u4ed6\u4eec\u4f1a\u60f3\uff0c\u201c\u597d\u5427\uff0c\u5982\u679c\u4ed6\u5df2\u7ecf\u4e0e\u516c\u53f8\u91cc\u7684\u5176\u4ed6\u4eba\u6709\u8054\u7cfb\uff0c\u4ed6\u4e00\u5b9a\u662f\u5408\u6cd5\u7684\u3002<\/p>\n\n\n\n<p>\u7279\u522b\u6ce8\u610f\u7b2c\u4e8c\u53e5\u4e2d\u7684\u63aa\u8f9e\uff1a\u201c\u6211\u6253\u7b97\u4e0e&#8230;&#8230;\u89c1\u9762\u201d\u3002\u5373\u4f7f\u60a8\u4ece\u672a\u4e0e\u60a8\u63a8\u8350\u7684\u4eba\u4e92\u52a8\u8fc7\uff0c\u60a8\u4e5f\u53ef\u4ee5\u4f7f\u7528\u5b83\uff01<\/p>\n\n\n\n<p>\u4ec5\u5f53\u60a8\u5b9e\u9645\u8ba1\u5212\u4e0e\u6240\u5f15\u7528\u7684\u4e2a\u4eba\u4ea4\u8c08\u65f6\uff0c\u624d\u4f7f\u7528\u6b64\u63aa\u8f9e\u3002\u4e0d\u8981\u5230\u5904\u6ee5\u7528\u8fd9\u79cd\u6280\u672f\uff01\u8fd9\u662f\u4e0d\u9053\u5fb7\u7684\u3002<\/p>\n\n\n\n<p>\u53e6\u5916\uff0c\u5982\u679c\u4e00\u5207\u987a\u5229\uff0c\u4f60\u786e\u5b9e\u4e0e\u51b3\u7b56\u8005\u4ea4\u8c08\uff0c\u4ed6\u4eec\u89c9\u5f97\u4f60\u5bf9\u4ed6\u4eec\u7684\u770b\u95e8\u4eba\u6492\u4e86\u8c0e\uff0c\u4ed6\u4eec\u4f1a\u7acb\u5373\u5bf9\u4f60\u5931\u53bb\u4fe1\u5fc3\u3002<\/p>\n\n\n\n<p><strong>\u5f15\u7528\u9879\u76ee\uff1a<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>\u201c\u6211\u6253\u7535\u8bdd\u548c\u5979\u8c08\u8c08\u54c1\u724c\u91cd\u5851\u9879\u76ee\u3002<\/li>\n\n\n\n<li>\u201c\u6211\u6253\u7535\u8bdd\u6765\u8ba8\u8bba\u5206\u6790\u548c\u5f52\u56e0\u6570\u636e\u7684\u6539\u8fdb\u3002<\/li>\n\n\n\n<li>\u201c\u6211\u6253\u7535\u8bdd\u548c\u5979\u8c08\u8c08\u5f53\u524d\u7684\u9879\u76ee\uff0c\u4ee5\u63d0\u9ad8\u56e2\u961f\u751f\u4ea7\u529b\u3002<\/li>\n<\/ul>\n\n\n\n<p>\u5982\u679c\u4f60\u5728\u5916\u5c55\u6d3b\u52a8\u4e2d\u6210\u4e3a\u76ee\u6807\uff0c\u4f60\u53ef\u80fd\u77e5\u9053\u516c\u53f8\u6b63\u5728\u4ece\u4e8b\u7684\u7279\u5b9a\u9879\u76ee\u3002\u5982\u679c\u6b64\u9879\u76ee\u4e0e\u60a8\u9500\u552e\u7684\u4ea7\u54c1\u548c\/\u6216\u670d\u52a1\u6709\u5173\uff0c\u60a8\u53ef\u4ee5\u5728\u4e0e\u770b\u95e8\u4eba\u7684\u521d\u59cb\u5bf9\u8bdd\u4e2d\u5229\u7528\u8fd9\u4e2a\u5f00\u53e3\u3002<\/p>\n\n\n\n<p>\u4f46\u662f\uff0c\u4e0d\u8981\u5bf9\u8fd9\u79cd\u7b56\u7565\u611f\u5230\u9ecf\u7cca\u7cca\u3002\u5982\u679c\u4f60\u53ea\u662f\u7f16\u9020\u4e00\u4e2a\u9879\u76ee\u5e76\u671f\u671b\u5b83\u80fd\u8ba9\u4f60\u901a\u8fc7\u770b\u95e8\u4eba\uff0c\u4f60\u53ef\u80fd\u4f1a\u53d1\u73b0\u81ea\u5df1\u88ab\u4f60\u7684\u6f5c\u5728\u5ba2\u6237\u5ffd\u7565\u4e86\u3002<\/p>\n\n\n\n<p>\u5982\u679c\u6ca1\u6709\uff0c\u60a8\u53ef\u4ee5\u6c42\u52a9\u4e8e\u66f4\u901a\u7528\u7684\u8bed\u8a00\uff0c\u4f8b\u5982\u201c\u63d0\u9ad8\u56e2\u961f\u751f\u4ea7\u529b\u201d\u3001\u201c\u63d0\u9ad8\u5ba2\u6237\u4fdd\u7559\u7387\u201d\u3001\u201c\u589e\u52a0\u63a8\u8350\u201d\u3001\u201c\u51cf\u5c11\u8425\u4e1a\u989d\u201d\u7b49\u3002\u53ea\u8981\u786e\u4fdd\u60a8\u63d0\u5230\u7684<strong>\u75db\u70b9<\/strong>\u4e0e\u60a8\u4ea4\u8c08\u7684\u516c\u53f8<em>\u548c<\/em>\u60a8\u7684\u4ea7\u54c1\u6709\u5173\u5373\u53ef\u3002<\/p>\n\n\n\n<p><strong>\u5982\u679c\u770b\u95e8\u4eba\u4ecd\u7136\u62d2\u7edd\u4f60\u5e76\u8bf4\uff1a\u201c\u6211\u4eec\u4e0d\u611f\u5174\u8da3\u201d\uff0c\u4f60\u6709\u591a\u79cd\u9009\u62e9\uff1a<\/strong><\/p>\n\n\n\n<ul 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class=\"wp-block-heading\" id=\"6-be-respectful-and-confident\">6. \u5c0a\u91cd<em>\u548c<\/em>\u81ea\u4fe1<\/h3>\n\n\n\n<p>\u60a8\u5e94\u8be5<em>\u59cb\u7ec8<\/em>\u5c0a\u91cd\u770b\u95e8\u4eba\u3002\u662f\u7684\uff0c\u4ed6\u4eec\u7ad9\u5728\u4f60\u548c\u6f5c\u5728\u9500\u552e\u4e4b\u95f4\uff0c\u4f46\u4ed6\u4eec\u53ea\u662f\u5728\u505a\u4ed6\u4eec\u7684\u5de5\u4f5c\u3002\u6b64\u5916\uff0c\u7c97\u9c81\u4e0d\u4f1a\u589e\u52a0\u4f60\u6210\u529f\u7684\u673a\u4f1a\u3002\u5982\u679c\u6709\u7684\u8bdd\uff0c\u5b83\u5c06\u786e\u4fdd\u60a8\u73b0\u5728\u6216\u5c06\u6765<em>\u6c38\u8fdc\u4e0d\u4f1a<\/em>\u5356\u7ed9\u8fd9\u5bb6\u516c\u53f8\u3002<\/p>\n\n\n\n<p>\u5c0a\u91cd\u6709\u52a9\u4e8e\u5c06\u60a8\u4e0e\u5176\u4ed6\u9500\u552e\u4ee3\u8868\u533a\u5206\u5f00\u6765\u3002 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