It’s frustrating: You’ve poured your energy into presenting your solution, carefully avoiding being overly pushy. You believe you’ve done everything right, anticipating a signed contract. Then, the dreaded words: “I need Mike and Julie to review it first.” Your deal feels like it’s sinking fast. Why weren’t you told about these other decision-makers upfront? How can you prevent this from happening again?
Here are seven strategies to stop chasing elusive decision-makers and accelerate your sales cycle:
1. Understand Organizational Psychology: Recognize that individuals within organizations often avoid making solitary decisions, fearing negative repercussions. Even CEOs often require buy-in from their teams. Don’t automatically assume your contact is the sole decision-maker, especially in larger companies. Anticipate the involvement of others.
2. Verify Signing Authority Directly: Instead of accepting the statement “I’m the decision-maker” at face value, use a relaxed tone to clarify: “So, you’re the only person who signs the agreement, and no one else needs to be involved in this decision?” This question often reveals hidden stakeholders.
3. Don’t Panic – Adapt: Discovering additional decision-makers late in the process doesn’t need to derail the deal. Propose a way to involve them proactively to avoid surprises later.
4. Suggest a Joint Conference Call: When multiple decision-makers emerge, prevent delays by suggesting a conference call to brief everyone simultaneously. This avoids the “black hole” of waiting weeks for your contact to connect with them individually. Gauge their interest: enthusiasm signals a good sign, while resistance might indicate lukewarm interest.
5. Collaborate on the Agenda: If a conference call is agreed upon, work with your primary contact to create a clear, informative agenda. Assure them you won’t pressure anyone during the call. This alleviates concerns that the salesperson will create an awkward situation.
6. Have Your Contact Schedule the Call: Avoid the appearance of trying to influence decision-makers prematurely. Ask your contact to coordinate the call, as they have closer relationships with the other stakeholders.
7. Uncover the True Deal Status: After the conference call, gauge the overall sentiment without applying pressure. Instead of a direct follow-up, inquire about any lingering questions the other participants might have. This opens the door for your contact to share their perspective, allowing you to ask, “Where do you think we should go from here?”
By implementing these seven strategies, you can minimize the frustration of chasing decision-makers and increase your chances of closing deals efficiently.