We’ve all been there. You have a great relationship and rapport with your customer contact. But this contact is not the person making the final decision on whether the company accepts your deal or offer.
How do you sell your product or solution to someone when there are other people involved in the decision-making process.
Here’s a recommendation…
When a customer asks, “Please give me a quote?”
Take a step back and reply…
“Before I supply a quote, let me ask you… ‘Who else should we get involved in this important decision?’
I would love to get their perspective and buy-in. So when we make a recommendation, our solution will meet your needs AND everybody else involved!”
Find out how decisions are made
By having a better understanding of how decisions are made and who is involved in making those decisions, you will attain the incite needed to communicate your solution more effectively and close more sales.
Paul Cherry is a coach, speaker, consultant, and best-selling author. He specializes in sales effectiveness development, with an emphasis on asking smart, intuitive questions that help “galvanize” successful customer relationships. For the past two decades,he has worked with more than 1,200 organizations and businesses in a wide array of industries. Paul has been featured in over 250 online pubs and print magazines, including Kiplinger’s Personal Finance,Selling Power,Investor’s Business Daily, and Inc. magazine. His published books include Questions That Sell,Questions That Get Results, and The Ultimate Sales Pro.
Paul is founder and president of Performance Based Results, which delivers B2B sales training and performance coaching to teams and managers in corporations across the USA and Canada, including 175 of the Fortune 500, and 1,000-plus entrepreneurial, cutting-edge companies looking to dominate their niche markets.