The reality with most big sales is that you, the salesperson, will not be there when the decision is made. Some Committee, Board, or task force will make the decision.

The real way to beat competition is to have influential friends on that committee who are fighting your corner for you.

There are three key things you need to do:

 

 

  You need to identify who the more powerful people are

  You need to get them to support your case.

  You need to rehearse them so that they are articulate in putting      your point across

 

In some sales organisations, this issue is a ‘Showstopping Qualifier’. If they cannot find a strong internal salesperson they will not bid.

The trick is not for you to be articulate in your case. The real trick is to train your ‘friends’ to be articulate on your behalf. This does not happen by accident, you have to train them.