Getting Around Your Current Contact and to the Economic Buyer by Bob Miller

Hey,

Below is the link to download an article (PDF) that was published by Miller Heiman. It has some interesting thoughts on how to get around your current contact and to the PEB or EB.

Enjoy!

http://www.mediafire.com/?adcemdzce3e


Here is a menu of time-proven techniques that have worked for us at Miller Heiman and for many of our clients to get around your current contact:

• Ask the Blocker directly what the Basic Issue is that prohibits her from taking you to the Economic Buyer. (You are trying to get a handle on why the person feels it would be a Lose.)

• Executing the above, however, means that you need to develop a Valid Business Reason for wanting to see the Economic Buyer. “Valid” here means valid from both the blocker and the Economic Buyer’s point-of-view, not from yours.

Valid Business Reasons may include:

• “I do not ever want to place you (i.e. the Blocker) in the position of doing my selling for me.”

• “I am not suggesting I go alone. How about you and I together giving her an Executive Briefing about what we are proposing? 15-20 minutes.”

•”I will be glad to introduce you to my Vice President and have him go with you to meet the Economic Buyer.”

• “The Economic Buyer is spending a lot of money on this project. We feel it is important that she know us face-toface. Also it is in your own self-interest to do this. Coach us as to when it would be best.”

• Bring in a completed Blue Sheet, Green Sheet or Gold Sheet about this sale. Emphasize Red Flags of concern and verify Strengths. Be transparent about why you want to see the Economic Buying influence

• Tell your Blocker that your management will not let you (the Sales Rep) book the business without us (or a member of your management team) meeting the Economic Buying Influence.

• Offer to give the Economic Buyer an Executive Briefing about some new knowledge or research that would be of interest to him. Ask the blocker to set it up.

• Offer an Executive Briefing with a senior person in your organization.

There is no one-size-fits-all silver bullet. Stay Win-Win. Probe to find the Basic Issue that is driving the Blocker. It is always some sort of trust issue. Therefore, reassure the Blocker that you understand, and will not go around him. But it is important to the relationship that at some point you meet the Economic Buyer. Companies do not build relationships, people do.