Start High... Stay High
Below is a MRR and PLR article in category Internet Business -> subcategory Web Hosting.
Start High and Stay High
Summary:
Successful salespeople recognize the importance of reaching top-level decision makers when prospecting new accounts. However, it's equally crucial to maintain these connections and not get sidetracked by lower-level contacts.
Article:
Many successful salespeople know the value of starting high when prospecting new accounts. They understand that connecting with top decision makers is essential. However, reaching the high levels is just the beginning; maintaining those connections requires both determination and skill.
It's surprising how often salespeople put in the effort to reach top-level contacts only to be redirected to lower-level individuals. This can lead them away from key decision-makers, hindering their success. Moving beyond just making that initial call requires determination to keep those high-level contacts engaged.
For those who have successfully reached high-level contacts, it's vital to understand the difference between decision-makers and implementers. Often, people in purchasing aren't true decision makers; they simply execute decisions made by others. Understanding their limited influence is crucial, even if they don't openly share this.
Once you've engaged with a high-level contact, it's important to decide how to react if you're referred to someone lower on the hierarchy. Consider whether this referral is in your best interest or just a diversion. Questions like:
- "If Bob likes the idea we've discussed, what happens next?"
- "Would Bob make this decision without your input?"
These inquiries help determine if you should continue working with your high contact or if going lower is acceptable. If the high contact still wants input, consider asking:
- "After I talk with Bob, can we meet again to discuss my findings?"
A willingness to meet again indicates genuine interest and can strengthen your influence on the decision maker.
Staying high is as important as starting high. It's about strategically deciding who to approach and how to handle interactions once you're there.
Action Step:
Role-play these scenarios with a colleague to master the questions and strategies. Practice makes perfect, and preparing for these challenges is key to success. Remember, planning without practice leads to failure!
You can find the original non-AI version of this article here: Start High... Stay High.
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