You are not going to win deals without helping your clients develop consensus within their own teams. This is one of the major changes to how we sell, and there are five factors to succeed. Let’s look at all five and how you can get to consensus.
There is no longer a single person with authority within your dream client’s company. There is someone to sign off on an agreement, but that won’t happen until you’ve been vetted by their team. You need authority, but they aren’t interested in you until you’ve done the work building consensus.
Everyone is responsible for the economic well-being of their company. Everyone has a line on the profit and loss statement on which they are being measured. We are all economic buyers now. You no longer have to wait for purchasing or supply chain managers to talk about the economics of your solutions. Everyone is going to ask you about price.
You used to need a coach to give you information. You used to need a sponsor. Now you need coaches (plural). Now you need sponsors (plural). Now you need supporters (plural again). If you can’t find an executive sponsor -- what I call the "CEO of the Problem" -- you aren’t going to easily build consensus.
Your dream client contact wants to be sure their team buys into the decision that you, and your team, are the right choice. They want buy in on the solution. They want to know their team stands behind it, supports it, and will execute on it. The people with the authority to sign a deal do not want to see you unless you have this buy in.
If what you sell isn’t tied to some strategic initiative, it’s going to be hard to get funding. But if you work deep enough in the organization, those sponsors, supporters, and coaches will help you make the case for your product or service. They will help you make the connection.
So how do you deal with all of this?
If you are going to win, you are going to need consensus. Follow the steps outlined here to build it.
Learn more sales tips from Anthony in the free Salesforce e-book below.