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Are You Trying To Sell Payroll to Non-Decision Makers? Have you ever found yourself in this situation? You are sitting with the person that does payroll and you think they are the decision maker because after all, they are the one doing it. Perhaps you even ask about the decision making process, and they say “my boss pretty much goes along with what I say,” or “My Partner leaves these decisions to me.” Then there is my favorite, “My boss only cares about price.” Regardless, they have assured you that if they say “yes” you have a sale. During the presentation, the prospect seems to genuinely need, and want your service. You’re confident that you have this sale. When you go for the close, you get the typical stand-off. They say “well I love it and think this will be the right fit for us, let me discuss with my boss/partner.” You leave the appointment on a high note thinking “Great I got this!” You make the agreed-upon follow up call and that’s when they tell you “my boss/partner said no – or my boss/partner (the real and/or other decision maker) says we have to wait!” You’re deflated, this was a sure thing, right? Where did you go wrong? YOU DID NOT GET TO THE RIGHT (OR ALL) DECISION MAKER(S) TO FIND OUT WHAT HIS/HER EMOTIONAL TRIGGERS AND BUYING MOTIVES ARE! There are a couple of things that you can do to prevent this scenario from happening to you. #1: Make ‘decision power’ a top priority by asking very early on in the appointment, “Who else will be involved in the decision making process?” If they indicate that there will be other people involved in the decision making process, the best case scenario is to get that “other” person into the meeting, even if it means rescheduling the presentation for another time so that everyone can be there. Different decision makers have different buying motives, and your job as a sales person is to uncover and satisfy all needs, wants, and problems. You simply can’t address what you don’t know! # 2: Now, if they assure you that the decision begins and ends with them, then hold them accountable. When you get to the close if they indicate that they need to discuss with someone else, use my favorite line: “I’m confused, I thought that you said that you would be making this decision alone. What is it that you will be discussing with this other person?” If their answer seems legitimate ask for an introduction to this person. Even if only a quick introduction and a handshake, it gives you an opportunity to make an impression! At the very least when they discuss making a move in the payroll dept. that other “decision maker” knows who you are. Bottom line is this, different people have different, individual, buying motives, and you have to sell to what is important to that individual. What is important to the person you are meeting with may be of little importance to the other person. Selling payroll is a relationship based sale. The relationship needs to be established with all decision makers to have the highest level of success. Don’t let the person you present to be responsible for making your case to each and every decision-maker! Your greatest odds for success lie in your hands, not depending on someone else to sell for you. |
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