33% of Salespeople

Saturday and Charlotte's Sales Shares #13 is out!

Hello to 837 people who have decided to keep it real, authentic and actionable.

Get to power part 2 in under 2 minutes.

Discovery done and you showed relevant slides to your champion.

They don’t seem keen to involve the decision maker now.

As a Seller it doesn’t make sense to not involve power. Your deal cycle will slow down and you will have wasted the next call on being stuck with an influencer. Chris Orlob magic.

"Going on what you told me, seems like the best next step is to schedule 30 mins for us to go through a more in depth demo.

When you spoke earlier, you told me your CFO is the person most impacted by this problem.

So on this next demo, my objective is to ensure you get so onboard about how we can solve X for you are willing to lead a meeting between me, you, and your CFO. Would that be a terrible idea?"

“Lead” make the champion feel important.

If you still struggle to get decision makers involved. Then it could be because

-you’re not trusted enough

-they don’t think the DM NEEDS to be involved

-the DM just doesn’t WANT to be involved

If you have exhausted the previous options to get to the decision maker then you probably want to call out they aren’t bought into this.

Say:

"Based on similar deals, if we don't get your CFO involved now, this will finish here and you and I’ve spent a lot of time on working on this with you.

Guessing you NOT bringing them in could mean:
 

I haven't earned enough credibility with you for you to be comfortable organising that meeting?

OR you don't believe the CFO needs to be involved OR the CFO doesn't want to be involved.

Which of those is it?"

The key is understand who can only influence versus who can actually make the decision

See you all next Saturday!

If you wanna book more meetings - know the PERSONALITY of the person you are cold calling BEFORE you call them?

Am loving HUMANTIC for this, take a try here