By Tom Hopkins, The Builder of Sales Champions
I’ve had several students contact me over the last few months, asking how to handle situations with more than one decision-maker. Their situations included both B2B and B2C selling. Since I’ve been teaching in both arenas for decades, I’d like to offer a few suggestions that you might try.
- During your qualification sequence, if you determine there’s more than one decision-maker, do whatever you can to have all decision-makers present before giving a presentation. This might include getting the other party or parties on the phone or to join you via Skype or another online service.Or, you may want to re-schedule your visit when all parties can be involved. Be sure to tell them just enough to stay curious about your offering.
- Ask, “How do you go about making decisions in situations where your spouse/partner cannot be present?” There’s likely a plan B in place for these types of things. When you know their process, you may find a flexible solution.
- If having all decision-makers present is a challenge and you choose to proceed with a presentation, bring those other decision-makers into the conversation by asking,
- “Which of these features do you think Mary would appreciate most?”
- “What do you think Bob would say, if he were here, about __________?”
Most couples or business partners know how the other parties will react or respond to certain things. Getting them thinking along those lines can soften their resolve not to make a purchase. Also, if you offer a 30-day trial or money back guarantee, this also goes a long way to getting past the “must consult with my spouse/partner” concern.
Tom Hopkins is recognized as America’s #1 sales trainer. His proven, practical selling skills have helped millions of sales professionals boost their careers. To learn more about Tom’s training, click here.