You probably know this scenario well: Your main contact at a company has expressed interest in possibly purchasing your product or service.
You’ve had the pleasant conversations, you’ve heard “Yes, we’re definitely interested” and “Yes, I’m the decision maker,” and you’re excited about making the sale happen.
You’ve put your heart and soul into doing what you’re best at — explaining the benefits of your solution but working hard not to come across “salesy” or pushy.
As far as you’re concerned, you’ve done everything right.
Now you’re on the phone with your contact. You’re hoping this will be your last conversation before they fax the contract through.
Finally you ask, “So, is the agreement ready to be signed?” There’s a silence, and then you hear the disheartening words: “Oh, I realize that I should really have Mike and Julie, look at it before I send it over.”
Talk about being set up to believe everything was going to be smooth sailing — now a big wave has overturned the boat and it’s sinking fast! Why didn’t he tell you he wasn’t the final decision maker? Why did he lead you on?
Most important, what can you do to stop this from happening again?