Today’s Slattery Sales tip: Figure out your prospect’s process to resolve their differences.
💡 In complex sales, there’s never a single “decision-maker”, and you’ll rarely achieve consensus at the prospect organization.
⚠️ There will always be somebody who doesn’t want to adopt the solution you selling.
👉 You don’t need group consensus to move forward. Not everyone will agree. Not everyone will cooperate with you. (This is natural; you represent the threat of change!)
While you cannot move your sale forward without the cooperation and consent of your prospect enterprise, that doesn’t mean you need to wait for a glowing endorsement from every human in the cast of characters.
Some will want your solution and will support you (typically those who are funding the cost of the problem); others will be threatened by your solution and will sabotage you (typically those who are invested in the status quo).
👉 Your job is to figure out HOW those differences will be resolved within your prospect organization.
👉 Then, you can influence that process so your Differentiating Value (DV) is favored over someone else’s lower price.
💎 That’s terrain where you can win.
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