When They Have To Get The Approval Of Others

Written by Sean McPheat | Linkedin thumb

Delegating concept on postit notesEven though you’ve done your homework on the prospect, there’s always the chance that they will have to gain the approval of others in the company before they make the decision.

If that’s the case, here are four tips in making it easier for you to progress the sale:

1. Obtain the approval of the prospect you are dealing with face-to-face

2. Find out who else is making the decision and see if you can get their approval

3. Find out how the decision is going to be made and arrange a meeting with all concerned

4. Plan to make your presentation based on the needs of all parties.

Let’s go through those four steps and see how they work:

1. Obtain the approval of the prospect you are dealing with face-to-face.

You need to get their approval so you have an ally for your product.Mr. Prospect, would you say yes if  the decision was up to you?”

If they say yes, then you can confirm they would recommend your products to the other decision-makers. You may even go through the checklist of product, price, services, warranties, back-ups, etc, just to confirm they are ok with them.

2. Find out who else is making the decision and see if you can get their approval

Think in terms of being ‘on the team’. Use language that shows it’s you and the prospect making the decision with the other decision-makers

Think about what we as a team would have to consider. When can we get together? What will be most important to us all? These questions will help you be in the mind-set of the decision-makers, and help you put your proposal across in the best way.

3. Find out how the decision is going to be made and arrange a meeting with all concerned

Make sure you offer alternative dates for all the team. This way, you show your concern in fitting in with their schedules and the importance of you being able to present effectively to all the people that matter

 

4. Plan to make your presentation based on the needs of all parties.

 

Don’t rely on your prospect to make the presentation to the decision-makers. If there are any questions, you won’t be there to answer them. Convince the prospect that it is vital you meet with the decision-makers as this is an important long-term decision they are making, and you want to make sure their company gets it right, don’t you?

By going through these four stages, you increase your chances of success when the prospect has to get the approval of others first.

Happy Selling!

Sean

Sean McPheat

Sean McPheat
Managing Director
MTD Sales Training

450 sales questions free report

Originally published: 9 August, 2010



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