There is strength in numbers but what is the application of this statement when selling? In this episode, Donald will be offering some great advice around this concept.
Jared, Donald’s friend, worked in a software company where Jared was the project manager. The company CEO had a philosophy that he used to apply: He would tell Jared and another team member to go to the conference room with him for a demonstration. The CEO explained that bringing an additional two people into the conference room would help balance out the power. The prospect was with three other individuals and the CEO brought in more people to add to the influence of choosing their services.
Jared realized this was an interesting philosophy. It created a huge change in the dynamics of the meeting. While he and the other team members didn’t do anything except sit back and watch the demonstration, to the client, their team as a whole sent a different message. It gave the perception that the company had a plan in place. It was a huge win and had a great impact on the sales team. Jared has carried this strategy through his career and shared it with Donald. When meeting clients and doing demonstrations, they do it as a group because there is strength in numbers. It gives the client the message that this isn’t just the sales rep talking, but a whole professional team.
One gentleman came to Donald’s office to be interviewed for a paint job and brought someone with him. As a salesperson, Donald always looks for ways to negotiate a win-win deal. The painter coming in with someone brought a different dynamic. It was a great strategy because Donald relented and paid a little bit more than what he was willing to pay in the beginning. Two people made him less willing to push back. They were ultimately hired because they were a referral and Donald believed in their capabilities but there was also the added pressure when there were two people involved. There was a perceived strength when two people came rather than one. It showed a team, not just an individual.
More ideas on how to meet clients
You may be one of those salespeople who have to work on their own. Rest assured, you can still make use of this technique:
Sending an email
Consider tagging a team member when sending out an email to your prospect. Because of the additional name, the likelihood of the buyer opening the mail increases significantly. Tagging somebody else on your team changes the perception of importance and causes the prospect to want to investigate the information within the email.
When you are trying to close a deal that’s significant to your organization, it’s best to bring someone with you to balance the power. While you aren’t forcing your prospect to take the deal, you have another person with you who can help with questions.
Absolutely do not do a demonstration by yourself. Make sure you have someone with you. Let somebody without a stake in the game do the demo. You want to send a strong message to your prospect in showing there are people in your company who are assigned to product demonstrations. Having other people with you also disperses the pressure to field any questions and objections.
“There is Strength in Numbers” episode resources
Donald has your best interest at heart. These tips and suggestions will be helpful for you as a salesperson.
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