12 June 2006

Keep on selling

In a small organisation you know exactly who the buyer is. In a larger company, roles may change and although you may assume that a change in roles means that there is no change to your positioning in the sales process you can easily be wrong.

Although the needs of the organisation haven't changed, the prism through which you are accessing them may have changed substantially and you need to know very quickly what the impact is likely to be. A new incumbent may have a completely different perspective and may have an entirely different agenda from the person you were working with previously so you shouldn't assume that they will want to pick up the process from the same point. You need to spend some time with them to understand how their perspective differs and what that means for your solution and your positioning.

If you don't take the opportunity to take a cool look at the impact of the change in role then you may well be disappointed in the outcome. At the worst case your 'sure thing' has become a cold lead which you need to treat in the same way as any other opportunity.

1 Comments:

Blogger business voodoo said...

great advice ... so many people keep plowing ahead without ever shifting gears, assuming they got in the door, not recognizing that with large corporations, they are often dealing with the perpetually revolving door.

sometimes it just means you need to go around again, sometimes, it means you may end up back outside.

peace & harmony,
elaine
'freedom must be exercised to stay in shape!'

8:02 am  

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