One of the most heartbreaking moments in sales is when the deal falls through at the last minute. Everything is set, then Bam! The wheels fall off! How do we help prevent a situation like this? One way is to make sure we have talked with all the key decision-makers.
Three years ago I was working with a client who was an account manager for a large equipment manufacturer. Let’s call him Carl. Carl had been talking with a prospect for several weeks, and he was looking forward to the big purchase order. Right when he thought the deal would close, his prospect announced that he needed to sell the idea to the COO first. Thunk! That was a “gut punch”. Carl was in a dilemma. He had never even had a conversation with one of the decision-makers. Roger, his prospect, led him to believe that he was the lone decision maker. Roger said he would talk to the COO and see if he could get it approved. Carl knew that wasn’t good. After all, who is better at selling Carl’s product? Carl or Roger? Here is what Carl did:
He recommended to Roger that they set up a face-to-face meeting with the COO and all others who would be involved in the decision. Roger agreed. The meeting happened, and Carl was prepared. He answered key questions and concerns from the decision-makers for one hour. Directly afterwards Carl received a PO. Since that time this company has become on of Carl’s top 3 clients. Once he was on the brink of losing it all. Let’s all remember to be certain we are talking to all the decision-makers up front. Dare to ask the question, “Who else should be attending this meeting?” Take the lead!
