If access can be difficult to win, engagement is even more challenging. Decision makers may be readily available, but without real engagement the salesperson is lost at sea. Salespeople increasingly complain that buyers are playing their cards close to their chest. The result is that they ‘are left to do all the running’. Far from [...]
Clearly, there is no point in salespeople doing all the running unless the buyer is at least following. If the buyer is not prepared to engage then the likelihood of a successful outcome is low and the opportunity may not be worth pursuing. Maybe they do not understand your value or the benefits of your [...]
Here are some rules that buyers have told us are important to gaining and maintaining access: 1. Always obey the rules regarding access, don’t go over or around others to speak to the stakeholders that you want. 2. Map the buying process to the organizational chart to identify who you need to meet. Then pair [...]
Here are some of the key barriers sellers hear when they ask for greater access, in particular to senior managers: • ‘They are busy and don’t have time.’ • ‘If you tell me the information you want I will get it for you.’ • ‘If they were to talk to you then they would have [...]
Even though there are six to eight decision makers involved in any buying decision, salespeople tend to only have access to half that number. Even more troubling is that these contacts tend to typically be those of lower rank within the buying organization. No Access, No Sale To win the sale the salesperson must first [...]
While you will obviously want to talk to all those in the buying team, as well as other key stakeholders, the question is — why would they want to talk to you? Managers are busy people, and as a result they don’t have much time to spend with salespeople. In many cases even if they [...]
Here are some tips to guide you in selling higher in your target accounts: Put a relationship management plan, or programme in place. Don’t just pick up the phone once, or send just one letter, or email. Dedicate your team to a programme of ongoing and systematic contact with your target list. Send interesting articles, email [...]
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