Let me tell you something you know, but chose to ignore, avoid, and/or make little effort to accomplish. That is, to sell more, become a selling super star and to move to a higher income bracket in your selling career, get to the C-levels, GMs or the one who wield the ultimate power for the profit centers youâre trying to sell into. Ask yourself, âWho in this organization can say, âYesâ and itâs a done deal â no delays, no perfunctory signatures, only, âThe sale is mine right now.ââ These people must be your focus.
Many a dejected sales person has fallen into the âitâs been delegated to meâ trap or the âa committee has been set-up to decideâ trap, or âthe comptroller controlsâ trap as to who makes the final decision. These people are only âplaying dress-upâ as the final decision maker and youâve accepted their costume. These are the qualifiers who eventually make a recommendation to the GM, C-level, or the profit-center leader for him or her to approve. What these people do best is gather information and then beat you for better options, price, and terms. They put you off, and worse. They are important, but they eventually go to someone else for the final âYes.â
Now you canât ignore these subordinates and committees, but to assure winning, you now have to get-to and show the GM / C-level youâre the best deal. If the top guy is satisfied, and you got him or her to that state, s/he can concur with a favorable recommendation or override an unfavorable recommendation â thatâs power.
Once you make it your priority to get-to C-levels, youâll become suspicious of the information gathering subordinates, and youâre selling strategy will change. Youâll hold back proposals, presentations and pricing until these intermediaries make it possible for you to have a conversation with the C-levels.
Think about this. How can you satisfy the upper echelon if you havenât had a conversation to learn what they want? Are you going to believe the subordinatesâ spins? Remember, subordinates have their own vested interest at stake?
Now here is the big problem. The little devil on your shoulder will be shouting, âDonât rock the boat,â and/or âThis low-to-no-power subordinate can make the final decision,â and/or âThe top doesnât get involved with this type of decision.â But we all know what happens when we listen to our demons â we lose.
So to make more sales, commit to talking with the c-level, final, powerful decision makers. Itâs takes confidence, effort and determination, but, it will pay off with quicker closes, and up-sells. And when you donât get to the C-suite, GM, etc., let the alarms in your hear blare youâre on shaky ground. Someone else has got to carry your message to the ultimate decision maker and you donât know what s/he will say.
And now I invite you to learn more.
Bonus Offer: Hardbound book TAKE ME TO YOUR LEADER$ along with the 2CD Seminar will show how to overcome gatekeepers, obstacles, and any self doubt about getting to and engaging C-Levels and top executives in meaningful conversations about your products and services.
Sam Manfer is an expert sales strategist, entertaining key note speaker and author of TAKE ME TO YOUR LEADER$, The Complete Guide to C-Level Selling - getting to and influencing top level decision-makers. Sam makes it easy for any sales person to generate quality leads, and become a 70% closer. Sign-Up for Samâs FREE E-Books, Articles and other Advanced Sales Training Tips at http://www.sammanfer.com