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Pulling the decision makers in

hey so, I am relatively new to this sales role and I have a deal with massive potential, it ticked almost every box after having the initial conversion.

but I was not speaking to the decision maker(s) and that specific prospect didn't even know their budget.

I have a second call scheduled with that prospect this week, ideally to give them an offer.


What would you advise for me to say or do that will entice the prospect bring on any/or all decision makers and give me their rough budget estimation?

Thanks!

πŸ‘‘ Sales Strategy
πŸ“ˆ Closing
☁️ Software Tech
7
paddy
WR Officer
+11
Account Executive
Just ask them to bring in the decision maker (politely). "Hey slugger, looks like I've sold you on everything we have to offer and you clearly see the value given you're a handsome and strapping hot piece of ass. How about we ask your boss if he wants to pull trig?"
OpalTiddyChurger
Arsonist
+10
Funbags Enthusiast
Is the prospect you are speaking with an influencer to the DMs?

I would try to communicate with them ahead of time to identify who the DMs are so that you can incorporate them into your offer call.Β 

It sounds to me like they are having this prospect doing their bidding and then report back to them and using them as a medium because if they don't even know the budget, chances are they are not high up the ladder.Β 

You can frame it like you want to make sure your offer fits within their budget and that if you involve the DMs you can get direct feedback from them and then redesign your offer around their reaction.Β 
Mjollnir
Politicker
+4
Account Executive
the prospect is quite up the ranks so he could have an influence on the DMs

yeah, sounds like a plan! thanks!Β Β 
alecabral
Arsonist
+9
Director - Digital Sales Transformation
Quick one: what is the second call about? Will you go deeper into discovery mode, or will you demo? or a bit both? depending on that you could suggest they invite more people to the call.Β 
Mjollnir
Politicker
+4
Account Executive
ask a few questions about their company structure and potential usage, but mainly to give them the offer,and schedule a demo if, and only if, any of the DMs come into the pictureΒ Β 
alecabral
Arsonist
+9
Director - Digital Sales Transformation
Ok, so it seems you're still pretty much in discovery mode. I'd not pull in a DM at that point unless you're demoing.
cw95
Politicker
+6
Pricing Executive
I'd ask who else needs to be involved in the process?
GDO
Politicker
+7
BDM
Tell him you only give an offer to a decisionmaker.Β 
mitts2
Politicker
+8
Account Executive
Ask questions!!
- What is your vendor evaluation process like? Any nuances / hurdles we should be aware of?
- Who needs to be looped in?
- Does this project roll up to X person? No? Who might that be then?
- Who on your side leads X review? What about implementation, who leads that convo?
- Where does budget come from for this project? Who leads that team?

Great opportunity here to lean on your champion for info and build trust / rapport. If the business case and relationship are there, your champion should either have these answers or work with you to find them. If they are not working with you to get these answers, the deal is not as healthy as you might think and you need to revisit discovery and value.

Good luck!
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