When the decision maker is still one step away, how do you get the middle guy to help bridge the gap?
You've worked the Prospect for weeks, explained the program and its benefits, won agreement, only to find that the "one who signs" is still one step away. If you leapfrog the assistant to get to his/her manager, you run the risk of having the assistant undermine or sabotage your efforts, because of your leap over him/her. By positioning your next move as mutually beneficial you can gain the assistant's help to close the sale. If you've sold the assistant well, eliciting his/her cooperation to sell the decision maker should be a simple process, and one that will be more successful than cutting your contact out of the information loop at this point.
Here are some conversation strategies for gaining the subordinate's cooperation.
1. We've done all of the preliminary work to get the service started in your locations. What needs to happen in order for the buyer to sign?
2. Will you strongly recommend CrossCheck's check approval program?
3. Would you want me to contact (partner/manager/boss) directly in order to save you time?
4. You obviously understand the service overall, but it would be much easier for me to answer (his/her) questions on the program, instead of you having to take the time to explain the program.
5. Let's set up an appointment so that all three of us can get together.
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6. I would rather set a time when I could talk with you both. Most people highlight the program well from memory, but it's the little things that count in life, don't you agree?
7. I am sure your (partner/manager/boss) would be pleased with my program. When can I explain it to the two of you?
8. When can I speak with both you and your (partner/manager/boss) together?
9. Why don't I talk to your (partner/manager/boss) in case he/she should have further questions. That will save you valuable time.
10. When would you like to show your (partner/manager/boss), after you have signed the papers?
The best way to solve this problem is to not get here in the first place. Be firm in your first information gathering contact and connect with the decision maker. But if all your attempts to meet with the authorized buyer are foiled, work with your contact to climb the chain of command, strengthening the consensus to sign along the way.
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