The prospect agrees to take your meeting, and they even agree to your demo call. Both indicate that they are going to make decision quickly. Then, it’s time for you to close the deal and boom! You get hit hard as this new favorite customer tells you that they have to take it to others to get an approval to buy. Suddenly, the potential to make your quarterly number is going up in smoke!
Find out more about how to sell to multiple decision makers in my video below:
You can’t be in sales long before dealing with this issue. Sadly, this all could’ve been avoided. It’s not hard. The solution lies not in being more forceful with how you close, but rather, being more open with how you prospect.
Customers have egos. No surprise there, but too many salespeople don’t know how to leverage it. That’s the real problem. Your goal is
