Simply put, they’re against you.This could be because
they don’t want to spend money on the solution,
don’t think they have a problem, or prefer not to
change at all.
Remember that enemies aren’t always evil.Talking
directly to the enemy makes it more difficult for them
to think you are a bad fit. By speaking to them, you’re
showing you really care about them as a potential
customer, which will pay dividends.
This person has influence in the organization, but no
authority.They don’t necessarily have to be someone
high on corporate ladder, but rather someone with
in-depth knowledge on a topic related to your sale.
Try to find the person with the most expertise, often
by asking who the decision makers go to for advice.
Consult the expert to improve the chance of your
Similar to “the expert,” this person is often consulted
by decision makers.The influencer, however, doesn’t
have a specific area of knowledge, but instead is well
informed about the company as a whole.
Find out who influences the company’s decision
makers and try to meet them. Keep in mind they
might not always be inside the organization.
This person is senior in the company and controls
the budget.They may not be involved in the deal
other than giving it a “yes” or “no.”
Find out whether or not the decision maker has to
get approval from a sponsor. If yes, try to get a brief
meeting with the sponsor. This will improve your
chance to move forward with the deal.