Advanced Sales Training - C-Level Selling
6 Actions for Handling Blockers and Gatekeepers
People block you from their bosses and
others for a whole host of reasons. For example they feel they
will lose their power over you; they don’t like what you have
and know that if you get past them their boss might buy what you
have and they will be stuck with you; admins are told not to let
sales people get past them and fear the repercussions from the
boss; etc. However,
every block you’ve ever encountered was based on fear of losing
something – power, ego, job, recognition, authority, etc.
Gatekeepers don’t see a win in it for themselves;
otherwise they would let you pass.
They either see a risk and/or see nothing in it for them
to let you through.
Therefore, you’re blocked.
Common Situation
You’re blocked.
You’re frustrated.
You try to be polite.
Yet, you don’t ask for the reason s/he is not letting you
meet others. You
stop trying and are stuck with this gatekeeper.
So here is what you can do to handle this
common situation or prevent it.
Prepare Yourself
1.
Always assume you’ll be blocked.
If you know this is going to happen, you can prepare what
to say and what to do, if or when it happens.
2.
Set you attitude for meeting the top
people. Say to
yourself, “I must get to the C-levels or profit-center leader –
sooner or later.”
Your attitude must be that even though you’ll be blocked, you
will always meet with all the powerful Decision Makers in-spite
of the upcoming blocks.
This will give you the incentive to refuse being blocked.
Think of yourself as a pass rusher in football.
You’ve got to get to the quarterback before he tosses
your sale to a competitor.
3.
Assume your boss is going grill you on
getting to the ultimate, high level decision maker.
(Probably a good assumption.)
When you say, “No” and s/he says, “Then, what are you
going to do about it?”
What would you say or do?
Once you figure out what you’d say or do, go do it.
4.
Eliminate blocks before they happen.
-
Win the person over before you try to get
him to introduce you upwards.
-
Let everyone you meet know you will have
to speak with others involved before you can submit a
proposal and pricing.
-
Rehearse what you’ll say if and when the
person blocks you.
-
Make sure you find others ports of entry
initially. Use
your Golden Network for introductions.
Then, if one person blocks you, you can ask someone
else to introduce you up and out.
5.
Don’t block yourself.
Unless someone says, “You will go no further,” continue
to proceed up and out with your interviews.
Don’t assume someone will get upset.
If you do, you’re blocking yourself.
Let him or her tell you, “Do not go past me.”
If someone does get upset, apologize.
It will not ruin your chances forever.
6.
When a hard block is issued, it’s
because the person hasn’t bought into you or what you’re
offering yet. You
are perceived as a possible loss to her.
What if her boss likes your solution and she doesn’t.
Worse, what if she likes what you have, but thinks her
boss won’t like your solution?
Ask what her concern, issue or loss is.
Then, ask what she recommends you do.
Tak’n It to the Streets
1.
For your next sales pursuit or lead,
what will you say to your first contact before you’re finished
to indicate that you will also have to meet the other decision
makers?
“I know your buy-in is critical, but I will need
to speak with others involved before I can go further with
pricing, etc.”
2.
What will you say when the person
clearly states you are not to go further?
“It seems you
are concerned with me speaking with others.
Please explain your concerns.”
After they tell you, ask, “What do you suggest I do to
alleviate these concerns?”
Bonus Tip:
Recession Proof Selling --
73% Off Book and CD Package
.
Use my best selling book TAKE ME TO YOUR LEADER$ and
2 CD Seminar to learn how to handle tough selling situations and
difficult closing problems related to selling C-Levels and other
Top Decision Makers. Learn to develop relationships with
these leaders and leverage their power for referrals, more and
more sales, and cross-selling.
Sam Manfer delivers
key note speeches
and in-depth
selling work shops
for those
anxious to increase sales. His hands-on coaching turns
individuals and sales organizations into selling whirlwinds.
Sam’s selling awards and $ Million sales recognitions support his
methods. His book,
TAKE ME
TO YOUR LEADER$ along with his
Matching
Chemistry’s
CD and sales seminars replace selling myths and clichés that
frustrate decision makers with a proven approach that captures
their attention. Follow
Sam’s
C-Level Selling Blog
for more insights.
Sign-up for his
free Selling E-Zine.
Call Today for More
Information 1-866-Sam-Manfer or Send an E-mail Now!!
Just
click
mailto:sam@sammanfer.com
More Selling and
Sales Management Articles
|
