Sales Seminars Secrets: Making the Decision-Maker Your Friend
Sales Seminars Secrets
Many of my colleagues preach that the only way to make a sale is to sell to the top decision maker- the CEO, CFO, or COO. They are not entirely wrong. The sales seminar secret is that while these executives can kill a deal before you can say, "Sign here," they are not always the decision makers.
Often, they confidently assign the decision-making task to others and assume the less time-consuming role of being the decision-approver, taking their cue from the solution recommender - who is thus the real decision maker.
No one is telling you not do your homework on the executive suite, and identify recent pet projects and goals. However, the experienced and professional salesperson knows that a key strategy to a developing a successful sales seminars engagement is figuring out who the person (or people) is that has responsibility for making the final recommendation to the C-Suite approver(s).
Sales Seminars Secrets
Only then can you begin to build a relationship with all the right people- the solution recommender(s), the decision maker(s), and decision-approver(s).
The sales seminars secret is that the simplest way to build a relationship is to develop trust. While the detailed ways in which you develop trust may vary from person to person, the overall principal strategy behind building trust is to consistently deliver on promises; continually increase your prospect's knowledge on a subject; and to always be honest.
If there is something you cannot do, tell your prospect early in way that explains why. Then suggest alternatives.
Sales Seminars Secrets
If there is something you do not know, tell your prospect you will figure it out and get back to her by an agreed upon and specific date/time with an update. Then get back to her with your status, even if it is to tell her you are still looking into it.
To support the development of the trusting relationship, and successfully execute this sales seminars secret strategy, develop a communication plan that keeps the C-suite's approving executive regularly informed in a way that has your agenda and successes in front of him and makes your solution recommender into a hero every step of the process.
Source: Mark H. Daniels
http://www.mysaleshero.net/
Related: Sales Seminars
More sales training tips...
Sales Seminars Secrets: Making the Decision-Maker Your Friend
