See if they want to bring in other people into the conversation. The more people you can get from an organization what we’ve learned in these enterprise sales cycles is that no one person ever buys anymore and based on the size of the company or the type of company you’re buying committee could be three people it could be five people it could be seven people and really understanding from day one hey to get this deal done I know I’m going to talk to this manager this director this vice president this c-level executive more than likely they’re all going to have to be in there and you can’t be afraid to say hey does this person need to be involved too? You’re going to show that you have knowledge of their organization. You’re going to show that you’re really understanding everything that’s going on with that organization and being able to show hey I’ve really done my research. You’re not like anybody else. I’m not like anybody else. You know we really were meant to work together and showing hey this person probably needs to be involved and not being scared to ask that question and potentially not moving on without that right person.
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More clips from Episode 27: Selling Professional Services – Reed Clarke of LeadMD: