67% of salespeople don't get to power

Saturday and Charlotte's Sales Shares #12 is out!

Hello to 776 people and +134 newcomers since the last week's edition who have decided to keep it real, authentic and actionable.

This 1 minute 30 second read on how to get to power part one.

When you do discovery and you only have one person, the influencer usually, and you need to get the decision maker on the next call.

You want to see how serious your “champion” is in moving forward and that they're not wasting your time. You feel you are “stuck” with this person and you may ask “who else shall we include on the next call?”

This gets met with “ah no one else”.

Boom, stuck with a non decision maker.

Here is one way you can get power involved on the next call

You asked pain and impact questions, now you need to go a step further to get the other execs on the call.

Heres what you can ask, go back to the pain and the WHO impact that has on the team members:

"Who else is most affected by this challenge we discussed and how?"

Once they answer, it is hard to disagree with your next question:

"Would it be wrong for me to ask that we include that person in the demo we're doing on Monday?"

They are willing now to get the other decision maker(s) more because they are the ones who just mentioned how impacted that person is. Money follows pain. Pain is with power.

Too often salespeople don't involve power from the start and can end up going through the entire proposal with no access to the people who make the final decision.

Ive seen this happen many times, it is far better to separate genuine prospects from time wasters. A real pipeline is better than a fake one.

Try it, tell me how it goes!

Next week, another look at how to get to decision makers without the direct ask when going from discovery to demo

See you next Saturday!

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