Advanced Sales Training - C-Level Selling
C-Level Selling Tip 5 – Identifying the Final Decision-Makers
Your focus should be all the senior
executives of the profit center where you’re selling. Notice I
didn’t say department or area of responsibility such as
engineering, manufacturing, or purchasing.
Your products and services impact the profit center –
believe it.
Most sales people only target those who are
solid-line responsible for the departments or project that their
services directly touch. Powerful
decision makers are those senior staffers that are significantly
impacted (either personally or through their subordinates) by
your offering.
However, the other members of the profit center leader’s direct
staff get involved, even if his or her department is not
responsible or impacted.
Purchasing and investment decisions are discussed by the
entire staff during lunches and in staff meetings because they
impact the profit center, division or company.
In addition to covering all the bases, these senior
staffers are a great source for insights and
networking.
Common Situation
You Don’t Know Who’s Making the
Decisions
People assume the next level of command
beyond their primary contact will make the decision.
They try to move to that level and rarely consider
getting-to other C’s, senior staffers or the profit-center
leader.
Resulting Problem
You lose the sale.
You didn’t know all the decision
factors.
You weren’t connected to the right
people.
Many people influence the decision and
their needs have to be met.
Therefore, they must be sought out and heard.
The managers up an out from the direct purchasing path
are involved, but are usually ignored by the vendor.
However, their inputs are heard and expected from the
ultimate decision maker.
If a purchase is discussed in a staff meeting, all those
managers will have a say about the final decision.
If you haven’t covered these people,
how will you get their support?
The bigger the purchase and impact in relation to the
size of the company the more it will be discussed.
Check Yourself
Score:
4=Always; 3=Most Times; 2=Usually; 1=Sometimes; 0=Never.
1.
When selling your product or service do
you feel the decision process is a strait line up? I.e.
Purchasing to supervisor to operations VP; or engineer to
engineering manager to CFO to CEO?
____________
2.
How often do you meet with auxiliary
Senior Executives such as, the VP Human Resources or the VP
Sales – those not directly involved?
Scoring:
2
–
1 =
??
Positive is good;
Negative means read and work this section
Scoring:
= ??
Positive is good;
Negative means go to this
Selling Problems &
Solutions link for information about an 8-10 pages E-book
with tips, suggestions and actions dedicated to handling this
particular selling problem -- PLUS a FREE E-book
"Getting Past Gatekeepers and Handling Blocker"
that will help you get to the key decision-makers .
Sam Manfer delivers
key note speeches
and in-depth
selling work shops
for those
anxious to increase sales. His hands-on coaching turns
individuals and sales organizations into selling whirlwinds.
Sam’s selling awards and $ Million sales recognitions support his
methods. His book,
TAKE ME
TO YOUR LEADER$ along with his
Matching
Chemistry’s
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frustrate decision makers with a proven approach that captures
their attention. Follow
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