Will the Mystery Guest Please Sign In?

During the sales process, if a person you don’t know appears on the scene, STOP EVERYTHING until you find out who they are, what role they’re playing, and what is important to them.

Sometimes the mystery guest appears in person, other times only by reference.

For example, you might be discussing the decision process. “…then, we just have to pass it by Jack,” you are told. “Jack” could be legal, accounting, finance, the board, a family member, or someone else you never would have imagined being involved.

Pay no attention to that man behind the curtain

Often, you will hear that you don’t need to worry about Jack. “Jack just rubber stamps the decisions we make” or “Jack is already on board” or “Jack doesn’t play a big role.”

Start worrying. If Jack touches the decision process in any way, he’s there for a reason. It’s your job to find out what it is and ensure Jack’s approval. Play detective and gather all the clues you can. Jack’s history, attitudes, and drivers are all pertinent to your sale.

Meet with Jack if at all possible. Suggest that you go along with your contact to discuss your proposal with Jack. You’ll be there to help with the presentation and answer any questions as well as learn more about Jack.

If you can’t meet with Jack, your next best move is to prepare your contact to fight on your behalf. Don’t assume they will be able to make your case. A good preparation method is to play the “What If” game. Keep asking questions like “What if they say no?” “What if they ask about…?” “What if they delay?” until you feel comfortable with the responses.

During the sales process, if a person you don’t know appears on the scene, STOP EVERYTHING until you find out who they are, what role they’re playing, and what is important to them.

Guess who’s come to dinner

Sometimes the mystery guest appears in person. You walk into a meeting and are told “Jack is just sitting in.” Don’t be fooled. Jack could easily be holding a candlestick and waiting to clobber you. One time I was about to do a big presentation and found out one of the attendees was my biggest competitor!

Table your agenda and start the questions. “What’s your role in this project?” “What do you already know about it?” “Anything particular you are looking for?” “What did you want to come away with today?”

Based on Jack’s answers, you have a decision to make. If Jack seems conducive to your agenda, you can cautiously proceed. But if Jack hints at ulterior motives or would take the meeting in a direction you are unprepared for, make a strategic retreat. It’s better to fall back, regroup, and make your presentation another day than to go ahead and risk losing everything.

Opportunity plus motive equals a dead sale

The Jacks of the world shoot down sales every day. Too often, sales people hear about Jack, but do nothing. Take control of the situation. Work actively to understand Jack and bring him over to your side. Don’t let the sale get away because you don’t know Jack.

Until next time…

Putting the Win Back In Your Sales-

Dan

DAN KREUTZER is an accomplished sales executive, sales trainer, author, speaker, and a Partner of Samurai Business Group, LLC. He has extensive expertise in business development, product and service marketing, and strategic leadership. Dan is a sharp and intuitive student of human behavior, and has fused his observations with a deep knowledge of sales culture to design the Samurai Sales Mastery™ programs. His book, “How to Put the WIN Back in Your SALES,” seeks to shatter the myths associated with traditional selling, and raise the level of professionalism in today’s salespeople.