Let them disagree close

I’ve noticed an increasing trend that many sales conversations are no longer with a key Decision Maker. I believe this is a product of Work from home. Key decision makers and sale influencers are often not in the same room.

In the old days of sales, like in the 2010’s J I would be aghast if a sales rep were to ‘pitch too early’. What that means is, new salespeople waste everyone’s time by giving the whole sales spiel to people that can’t make a decision about a purchase. The best pitch in the world is useless if the person isn’t the key decision maker.

The fundamental change to the way we work means it’s harder to get access to the decision-making group. The path forward now, is often to teach your prospect to sell your product on your behalf internally. In this way salespeople become mini sales-trainers and prospects have become mini-salespeople.

So, we teach our prospect to represent our product then they go off into the client and try to get agreement. This is too hands off for my comfort, but in many cases over the lockdown seemed the only way in.

Now, training even seasoned sales reps is difficult at the best of times. The way this technique works is like a positive affirmation. When your prospect says something about your good, service or company, say something incorrect or argumentative. You take the negative stance about your own product. Make them disagree and speak positively about your product. When they do, you know they can sell your product internally.