It can be difficult enough to sell to just one person. Sometimes, it is even more challenging to work with multiple contacts within a buying group. It’s something that every salesperson must learn to accept. Companies are increasingly turning to committees and teams to make purchasing decisions, even those of minor importance.
This can help make your job easier in some ways. It’s true that enthusiasm is contagious. Get one or two decision-makers excited about working with you, and the rest will follow suit.
At least, that’s what we hope. Sometimes, you meet a contact who isn’t selling you or your products. This can cause problems with the entire buying process. These people and women can be a brick wall in your path to commissions. These men and women are the brick wall that blocks your route to commissions. Here are some tips:
Go higher up.
The best way to get the support of your supervisor in order to take down an object in your buying group is by getting your boss on board. You can convince an owner or head of the department that the product you are selling is beneficial for the company. Then, all your contacts will agree. This is yet another reason to sell to the highest levels at every company you work with.
Make an enemy your ally.
You can also treat your objector like any other prospect. You can also try to determine what their main problem is and work to fix it or convince them that they are not misinformed. Then ask again for the order. You might be able, depending on the type of objection they have to your order, to simply deal with them one-on-1.
Look deeper.
There is always the possibility that their objections are personal or not in line with the group’s goals. One example of this was when the majority of the buying team wanted a solution, and one member tried to give it to a friend. It didn’t matter how the producer spoke; her mind was not going to change.
Make a decision.
Do you try to get past the objection, or do you move on to another sale? It all depends on how you see the future relationship with this company and this particular contact. Sometimes it is worth it to win the business and offer five-star customer service. Other times, buyer resentment about your “over their heads” might lead to strained relationships. This is a difficult decision that requires a lot of judgment.
Selling to groups can be difficult, especially if one of your buyers isn’t so keen to work with you. You can assess the situation and determine if you can work with, around, or through them. Then you can decide what is best for you. You don’t need to overcome resistance from one member or more of your buying team to close the sale. However, you must deal with it properly if you want your client to stay loyal for the long term.
I think this is a real great post.Really thank you! Much obliged.
Very informative blog article.Really thank you! Really Great.
wow, awesome post.Much thanks again. Want more.
Very neat blog article.
I appreciate you sharing this blog post. Cool.
Im thankful for the article post.Really thank you! Really Great.
Major thankies for the post.Thanks Again. Will read on…
Looking forward to reading more. Great blog article.Thanks Again. Great.
Thanks for the blog.Much thanks again. Awesome.
Muchos Gracias for your blog article.Really looking forward to read more. Really Cool.
I really like and appreciate your article. Will read on…
I truly appreciate this article.Much thanks again. Really Great.
Thanks for the blog.Really looking forward to read more. Great.
Great, thanks for sharing this blog. Much obliged.
Really informative article post. Awesome.
Looking forward to reading more. Great blog.Really thank you! Keep writing.
Very informative blog post.Really looking forward to read more. Much obliged.
Very neat post. Great.
Major thanks for the blog post.Really thank you! Great.
Im grateful for the article.Really looking forward to read more. Want more.
Im grateful for the blog.Thanks Again. Keep writing.
Thanks for sharing, this is a fantastic blog article.Much thanks again. Really Great.
Thank you ever so for you article post.Really looking forward to read more.
I appreciate you sharing this blog article.Really looking forward to read more. Fantastic.
Muchos Gracias for your blog post.Really thank you! Really Great.
These kind of post are always inspiring and I prefer to read quality content so I happy to find many good point here in the post
Muchos Gracias for your article.Really thank you! Awesome.
Very informative blog article.Really thank you! Awesome.
I loved your blog post.Thanks Again. Really Great.
Thanks-a-mundo for the blog post.Much thanks again. Really Cool.
Muchos Gracias for your blog post. Want more.
Say, you got a nice article.Really thank you! Much obliged.
Muchos Gracias for your blog article.Really thank you! Fantastic.
I truly appreciate this blog post.Much thanks again. Really Cool.
Awesome blog.Really looking forward to read more. Really Cool.
I really liked your article post.Really thank you! Want more.
Enjoyed every bit of your article post.Really looking forward to read more. Awesome.
Really informative article.Really looking forward to read more. Really Cool.
Great, thanks for sharing this article post.Thanks Again.