This age old problem had been made easier to solve as the complexity of the sale has increased. Here are two techniques that take advantage of the complexity in a sale to help you get to the real decision makers.1. It would be irresponsible Too often the buyer presents us with an RFP (request for proposal) or specification that someone else wrote. In the mistaken belief that they are doing their job, they attempt to block access to those who actually wrote these China double color mould Factory documents. You know you must get through!Step one is to review the requirement:Determine what the original decision maker might have been trying to accomplish when they wrote the specification. Imagine, for instance, that the specification is for new accounting software. While the specification calls out the requirements, it does not detail the problems that the company is attempting to solve. I may not mention the new SEC requirements or changes in their Board's policies. Furthermore, the buyer could not possibly answer detailed questions about these issues. Step two is to define the rules of business:Rather than being a vendor of a simple product, define yourself as a provider of comprehensive solutions to complex problems. As such, you and your team are obligated to make the following request: "Since this software covers areas of legal and corporate compliance, it would be irresponsible of me to sell you something that might not comply. For that reason, we are required to conduct a brief needs analysis with the ultimate decision makers."This technique can work in a wide variety of situations. The power rests in your honest ability to position yourself as more than a vendor. By creating a situation in which the buyer feels obligated to connect you with the real decision maker, you gain an advantage over all others. Warning: Be sure to make the buyer a hero in the process.
