What if you're about to set an appointment with a prospect who has expressed great enthusiasm for your offerings, and then you find out the individual you're speaking with does not have sole decision-making power but is, instead, part of a five-member team that will determine whether you'll receive a yea or nay?
First, do not panic or become discouraged. Keep negative emotions in check. Having more people to convince means you'll have more work to do. However, the work is far from overwhelming. With a little planning, you can easily impress an entire team, according to Paul H. Green, author of Good Selling!SM:The Basics.
"Just because you need to get the 'yes' from a group of people rather than one doesn't mean it will be harder," Green wrote. "It's still just one 'yes' and you still need to overcome the same obstacles."
Green also offered the following six steps to ensure your pitch to a group of decision makers will be effective:
Green added that you don't need to be a psychology major to present your service to a group of people; you just need to be observant.
And as always, it's important to do advance research on the company and its culture and imagine how the people you're about to meet think; clarify beforehand what you will promise during the presentation; don't overwhelm your audience with data – keep it simple; invite interaction; let them know what the next steps are; and above all, keep your attention on your prospects, not on yourself.
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