Every
successful salesperson has learned that you cannot make much headway in the
sales process until you are talking to the real buyer---the one with the
position power and budget authority to approve the purchase. So, the trick is
to get to the actual decision maker as soon as possible.
You
have a good internal contact. How can you move up the ladder without offending
or alienating your existing ally? It takes finesse and patience. Rather than
step over them, take them along with you on the way up in a way that makes them
look good.
Here
are the three steps consultative selling training experts recommend you take to
reach the critical deal approver:
1.
Build the relationship
Take the time to strengthen the relationship with your contact to earn their trust and their belief that you have their best interest at heart and have the experience and expertise to help them succeed.
Take the time to strengthen the relationship with your contact to earn their trust and their belief that you have their best interest at heart and have the experience and expertise to help them succeed.
2.
Make it personal
Give them a good reason to move forward. Ask questions like, “Who else do you think should be involved?” And then try to uncover why and how they would benefit from taking action.
Give them a good reason to move forward. Ask questions like, “Who else do you think should be involved?” And then try to uncover why and how they would benefit from taking action.
3.
Pay it back
Be the one who helps them achieve their personal and professional objectives. Good relationships work both ways. You need to take the time to understand what is most important to them and how you can help.
Be the one who helps them achieve their personal and professional objectives. Good relationships work both ways. You need to take the time to understand what is most important to them and how you can help.
