"I am working a big deal and I am blocked. The hardest part is the guy is my coach, so I have resisted going around him." John Hannah
Being blocked, a classic sales challenge. I will make some assumptions this is a net new deal, you know who is the decision maker(s), the guy blocking you is a middle manager, and you are winning the deal. If this is a current client and you are being blocked, you have to get higher in the organization and get around your contact before you lose the account. The lower the blocker is in the organization the quicker you need to get around them, if you are losing you have little to lose going around the blocker. If you do not know who is the decision maker(s) a great question is 'In addition to yourself who will be making the decision?'
I question if the person is truly is your coach. A coach is someone who wants you to win and only you. Assuming the person is your coach, I would ask why are you being blocked. A sample question would be, 'Mr Prospect, we are really looking forward to working with you and I would like to get a better understanding why we have not met with your senior vice president?'. Your goal is get a true understanding of why you are blocked, this will help determine your next steps, which could include trusting your coach. Don't underestimate your contact does not have access to decision maker or is afraid of the decision maker.
Lets assume you are still blocked. I would then sell the personal benefit of the coach setting up the meeting. Sample strategy, 'Mr. Prospect, as you know, our widget will help you meet this year's company goal of increasing client satisfaction. Both of us meeting with your senior vice president will give you the opportunity to high-light your recommendation to increase client satisfaction. Because of my detailed understanding of our solution, I can show our solution and answer your VP's questions.'
If you are still blocked, I would ask can I truly win this business without access to decision maker. If you cannot win, a great way to keep the person as your coach, is to engage your sales manager or another executive within your company. Have an internal sales strategy call on the account, then have your manager contact the decision maker directly. Once contact is established, let your coach know about the contact and update appropriately.
As you can see from above, selling is very dynamic and your sales strategy will vary based on the response. What I know in a sales opportunity does not scare me, including losing the sale, what scares me is what I do not know.
Reader Feedback, please click the comments below to give 'John Hannah' additional information on 'Getting around blockers' and I want your feedback on my recommendations. Shaun
Being blocked, a classic sales challenge. I will make some assumptions this is a net new deal, you know who is the decision maker(s), the guy blocking you is a middle manager, and you are winning the deal. If this is a current client and you are being blocked, you have to get higher in the organization and get around your contact before you lose the account. The lower the blocker is in the organization the quicker you need to get around them, if you are losing you have little to lose going around the blocker. If you do not know who is the decision maker(s) a great question is 'In addition to yourself who will be making the decision?'
I question if the person is truly is your coach. A coach is someone who wants you to win and only you. Assuming the person is your coach, I would ask why are you being blocked. A sample question would be, 'Mr Prospect, we are really looking forward to working with you and I would like to get a better understanding why we have not met with your senior vice president?'. Your goal is get a true understanding of why you are blocked, this will help determine your next steps, which could include trusting your coach. Don't underestimate your contact does not have access to decision maker or is afraid of the decision maker.
Lets assume you are still blocked. I would then sell the personal benefit of the coach setting up the meeting. Sample strategy, 'Mr. Prospect, as you know, our widget will help you meet this year's company goal of increasing client satisfaction. Both of us meeting with your senior vice president will give you the opportunity to high-light your recommendation to increase client satisfaction. Because of my detailed understanding of our solution, I can show our solution and answer your VP's questions.'
If you are still blocked, I would ask can I truly win this business without access to decision maker. If you cannot win, a great way to keep the person as your coach, is to engage your sales manager or another executive within your company. Have an internal sales strategy call on the account, then have your manager contact the decision maker directly. Once contact is established, let your coach know about the contact and update appropriately.
As you can see from above, selling is very dynamic and your sales strategy will vary based on the response. What I know in a sales opportunity does not scare me, including losing the sale, what scares me is what I do not know.
Reader Feedback, please click the comments below to give 'John Hannah' additional information on 'Getting around blockers' and I want your feedback on my recommendations. Shaun
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