3 mistakes to avoid when selling to large companies
Posted: Sun Dec 22, 2024 5:43 am
“We have lost many business opportunities because the decision was ultimately made by a person who was not on our radar, with whom we never had any contact.”
We hear this phrase very often when we have to talk to business leaders.
There is a tendency to talk to only one person during the purchasing process. Generally, this is the person we had the first contact with, or the one who paid the most attention to us.
But it's not always that person who makes the decision. In fact, in most cases, if we don't malaysian numbers make sure we're talking to the decision-makers, we're very likely to end up losing the sale.
Follow these tips to avoid this error:
Create a map with all your stakeholders that answers these questions: Who decides? Who uses the product or service? Who benefits from this contract? Will anyone be harmed?
Don't rely on just one person for your entire sales process. Even if he or she is the boss.
Find out / investigate what level of decision-making power your interlocutor has. In some cases, the position is not a real example of decision-making power; there are people who hold positions formally, but in informal situations, someone else is the one who makes the decision.
Find out who the influencers are that can influence for or against your solution: for example, the systems areas if it is a technology product, or the user areas, or an external consultant or advisor can strongly influence the purchasing decision.
Don't make a proposal without first talking to the user of your product or service. It's key that you know first-hand how they're going to use it, what they're going to use it for, what expectations they have, and what problems or pain points they hope to solve.
Think of ways to involve decision-makers (workshops, assessment processes, in-depth interviews, proof of concept tests, etc.)
**Remember**: The ideal proposal is one that was put together as a team. What you need to achieve is that the proposal is a collaborative document put together by a team. That team is made up of each of the people involved in the purchasing decision.
Error No. 2: Not considering the Purchasing area in prospecting.
Large companies work with their own suppliers, and in many cases they do not go looking for new ones, because they already have suppliers that cover most of their needs.
They have purchasing teams that are always looking for suppliers to meet the needs of each of their needs.
That is why it is so difficult for a company that is not part of its circle to enter it.
However, nothing is impossible. In fact, it is an opportunity. Because it is a difficult path, we can expect several of our competitors to abandon the path.
We hear this phrase very often when we have to talk to business leaders.
There is a tendency to talk to only one person during the purchasing process. Generally, this is the person we had the first contact with, or the one who paid the most attention to us.
But it's not always that person who makes the decision. In fact, in most cases, if we don't malaysian numbers make sure we're talking to the decision-makers, we're very likely to end up losing the sale.
Follow these tips to avoid this error:
Create a map with all your stakeholders that answers these questions: Who decides? Who uses the product or service? Who benefits from this contract? Will anyone be harmed?
Don't rely on just one person for your entire sales process. Even if he or she is the boss.
Find out / investigate what level of decision-making power your interlocutor has. In some cases, the position is not a real example of decision-making power; there are people who hold positions formally, but in informal situations, someone else is the one who makes the decision.
Find out who the influencers are that can influence for or against your solution: for example, the systems areas if it is a technology product, or the user areas, or an external consultant or advisor can strongly influence the purchasing decision.
Don't make a proposal without first talking to the user of your product or service. It's key that you know first-hand how they're going to use it, what they're going to use it for, what expectations they have, and what problems or pain points they hope to solve.
Think of ways to involve decision-makers (workshops, assessment processes, in-depth interviews, proof of concept tests, etc.)
**Remember**: The ideal proposal is one that was put together as a team. What you need to achieve is that the proposal is a collaborative document put together by a team. That team is made up of each of the people involved in the purchasing decision.
Error No. 2: Not considering the Purchasing area in prospecting.
Large companies work with their own suppliers, and in many cases they do not go looking for new ones, because they already have suppliers that cover most of their needs.
They have purchasing teams that are always looking for suppliers to meet the needs of each of their needs.
That is why it is so difficult for a company that is not part of its circle to enter it.
However, nothing is impossible. In fact, it is an opportunity. Because it is a difficult path, we can expect several of our competitors to abandon the path.