The number of sales you make will be in direct proportion to the number of actual decision-makers you sit in front of. The problem with most salespeople is that they are sitting in front of someone who has to ask someone else if they can buy it or not.
Prospect: "I need only one more approval and the order is yours"
Sales Rep: "Great, when do we all meet?"
Prospect: "I think its best that I handle this alone".
Sales Rep: "Mr. Prospect, if it were just you, and you didn't need to confer with anyone else, would you buy?" (The prospect will almost always say yes).
Sales Rep: "Does that mean you'll recommend our solution to the others?"
Prospect: "You are my number one choice but you understand that I have to run it by a few people"
Sales Rep "I'm an expert at (what you do), and Mr. Prospect, you're an expert at (what his company does). As you discuss our solution, questions about productivity and profitability will arise. I'm sure you agree that the right information needs to be presented so that the most intelligent decision can be made, true?" (Get commitment.)
"And questions might arise about our service. I'd like to be there to answer questions about my expertise so you can make a decision that's in the best interest of your business."
Prospect: "OK."
Sales Rep: "Tell me a little bit about the others."
Get the personality traits of the other deciders, as well as their business needs and interests. When you get in front of the decision influencers, as a group or as individuals, make your entire presentation again.
Of course you can avoid these last minute objection by qualifying the decision-maker at the beginning of your presentation. Try:
"Is there anyone else you work with /consult with/ run things by/ on decisions/situations like this?"
Probe the prospect's answer.
Sales Rep: "Ms. Prospect, how will this decision be made?" The prospect will give you an answer. Then you follow up with, "Then what?"
The prospect will begin to give you the saga about how the decision is really made. You ask, "Then what?" five times and you'll get the real decision-making process.
The number of sales you make will be in direct proportion to the number of actual decision-makers you sit in front of. The problem with most salespeople is that they are sitting in front of someone who has to ask someone else if they can buy it or not.
Getting to the Real Decision Maker - To learn more about this author, visit John Brennan's Website.
Like this article? Share it with your friends
 |
Related Articles |
|
 The 5 Elements of a Qualified Lead
|
| |
People ask me all the time what I think makes up a qualified lead. It's simple, I tell them. There are five things that every Top 20% producer knows when he or she hangs up the phone with a prospect.
Know these...
|
|
“Keys to Getting Past The Gate-Keeper In Business”
|
| |
Savvy business people understand that one of the critical factors in developing a successful business and successful business relationship is getting past the “gate-keeper” that stands between you and the key decisi...
|
|
Prospecting Tips
|
| |
Prepare for introductory calling the way you would for any major presentation. Know what you want to say, how you want to say it and how you want to represent yourself, your company, your product or service.
|
|
Sales Prospecting - Know the Color of Their Underwear!
|
| |
The more you know about your prospects, the more likely you are to make a sale. To find out the key information you need, you must prepare to ask for it. Here's what you should try to obtain and record in your pros...
|
|
The Biggest Mistake In Selling!
|
| |
Many sales and service industry professionals accept the stall, “I’ve got to think about it.” at face value, believing that a buyer truly has an interest in what they are selling. Are they mistaken?
|
|
|
John Brennan
(Visit John's Website)
John Brennan Ed.D.
Dr. Brennan is President of Interpersonal
Development, LLC, a training and
development firm. Interpersonal
Development has provided sales training
and coaching to more than 3,000 sales reps
from over 100 companies.
A native of Australia, Dr. Brennan
received his doctorate from the University
of Rochester. His dissertation researched
the effectiveness of Behavioral Modeling
Technology in training people in
interpersonal skills. While he has spent
most of his career designing or delivering
training, he was also a Vice-President of
Sales of a training and development
franchise with operations in 25 markets.
Dr. Brennan has designed and delivered
sales training in North America, Asia,
Europe, Australia and the Middle East. He
has been a guest speaker at numerous
national and regional professional
conferences.
When Microsoft wanted Best Practices
articles on sales for their web site, they
called Dr. Brennan. The results are at office.microsoft.com/e
n-us/FX011387391033.aspx
His firm’s clients have included Volvo,
The Prudential, Merrill Lynch, Eastman
Kodak, Gannett, Equifax Europe, the
Economist Group and countless small
businesses.
|
|
 |
|
|
John Brennan's
Complete
List Of
Sales
Articles
|
|
|
If you enjoyed this article, get John Brennan's Complete List of Sales Articles For FREE!
|
| |
|
|
|
![[Get Copyright Permissions]](http://license.icopyright.net/images/icopy-w.gif){kind=small}
