I unknowingly wasted 2 months proposing to a non decision maker!

Here's a way to understanding how to avoid being caught up this horrible mind game that prospects play with us & instead, how to control the sales process right from the first words you say so it leads to an order .

We have all been there-

 

“I just unknowingly wasted 2 months proposing to a non decision maker!”

 

We unknowingly are not talking with the decision maker even though they act as if they are!

 

It robs our time yet can not get us a sale

There is a great way to avoid that all too common experience –try this: 

 

Upfront, as in the first minute of the first sales call, be sure that 2 things are established:

1. What’s the decision making process - You must know it and it must be "real" upfront

Always ask that upfront "who along with you needs to be involved in the evaluation and funding process?"
   

That allows the person you are talking with to let you know that they are not the decision maker without embarrassment and without running the risk of insulting the person as you try to find the answer to that question.
   

Never ask "who makes the decision" or "who is the decision maker" because that is insulting and usually turns your prospect off.   Its like saying "You are a nothing and worthless to me" and essentially, that's what your prospect "hears" if you use that question.

Its important to understand the impact of that question because the person may be the influencer, the person who best understands the issues that you can solve.

 

Inevitably, you will need their support as the Champion inside the prospect's company who helps you get to the the folks you need to and ultimately to the funded PO. 

 

2. Ask "If we do have something that makes sense from your perspective, is there money in the budget obligated for buying and implementing the concept?"

• Learn Y, N, how much
• Also add "Teach me how money gets approved and obligated for a project such as ours and who might need to be involved in that approval".

I stress DO STEP 1 AND 2 IMMEDIATELY IN THE FIRST MINUTE OR SO OF YOUR INITIAL MEETING OR YOUR FACT FINDING PHONE CALL - GET THE PATH CLEAR.

 

In that way, you never get caught up thinking you have an opportunity when you really do not and you don't waste time on it.

 

You also reveal in the first minute of the first conversation how to proceed within the company so, if indeed it is determined that you have something worthwhile, you and your contact together can manage it through the steps to get to a yes.

 

BTW also ask how long that process usually takes

• That's important because you can measure if the time and expense needed to get a sale is worth what you may earn when you do get the PO. It may not be at all and you then move on to a better opportunity and leave that one behind.

Try this approach out in your next sales calls and see if it works for you.
Regards, Neil