Everyone in sales knows they have to speak to decision-makers. Everyone. I mean everybody. This explains why… so few people practice it!?!
That is one of the factors that differentiates a salesperson from someone whose business card says ‘salesperson.’ Please ignore the rest of this article if in your current sales process, or consistently, you do reach and engage with the decision-maker. Simply jump to the Comments’ section below and tell everybody how you do it!
Salespeople are always grateful for customer interaction and see any touch as progress so they often settle. It is the dichotomy of salespersons. They need someone to sell to and when the person they should speak with is unavailable they find recourse in anybody else. The second choice may in fact be an influencer or part of the process, but that does not take away from the fact that a decision-maker is not hearing from the seller. Speaking to non-decision-makers is not without merit. In today’s environment no one is able to make a decision on his or her own and increasingly the purchasing is done by the proverbial committee. More in defense of the salesperson, the pertinent point in not talking to the person they need to be speaking to the most. It is often the decision-maker who chooses not to engage with salespersons. The reason typically is a lack of time, which leads to salesperson being relegated or filtered.
With that said, there is a lot to be said about the professional salesperson who manages to speak with the decision-maker by making the case that the two need to communicate. Moreover, think about how much of the message and advantages of the good or service being offered is not reaching the ears of the person who needs to hear it the most because fact remains that no one can sell for you. No one can and no one will. If they could they would be in sales and they would work at your company. Sales cannot expect prospect company employees to know the selling company’s offering like they work at the vendor. Finally, think of the disadvantage a salesperson is in if his or her competitor has gained access to the person who needs to hear their message the most.
The above is reality.
So what should a salesperson do?
Firstly, do not make demands. Remember, it is not about the needs of the salesperson. It is about the needs of the buyer. Instead follow a two-fold path as outlined below:
1- A good seller asks pertinent questions that go to the heart of the needs, wants and vision of the decision-maker. Not only good questions lead to the seller being considered an expert, but also the answers can best be supplied by the person in charge leading to contact between the two parties.
2- Instead of making demands, appeal to the better judgment of the middleman. If they, like you, see the benefit and if they, like you, want to do right then ask them how to go about it. In other words, recruit them to the cause. Just like the salesperson knows his or her products or services best, the contact knows his or her company and its staff better.
One more thing: please do not carry generic messages. Know your prospect, fine-tune a reason and make it non-generic.
Here is a bottom-line: if the salesperson believes in the reason for the call and believes the decision-maker’s company needs it and believes it is for the good of the prospect company then that conviction will carry the weight, power, presence and tonality to carry the salesperson through.
What do you think?
Things That Need To Go Away: sales pitches that generically claim to save time and money.