The consultant points out that establishing certain company policies provides salespeople with foils to discover the real truth about buying authority. “For example, we have a policy that requires purchase orders or a 50 percent deposit for new purchases,” she says. “Our salespeople have to explain our purchase order policy up front and follow up with a question substantiating the fact that this person can supply us with that PO or deposit.” In terms of going over a prospect’s head to determine buying authority, the consultant feels it’s appropriate – but only in certain circumstances. “If you’ve already asked a prospect about buying authority, but then you go over his head, you’ve probably cut your throat. But, if you don’t feel comfortable directly asking, a prospect who legitimately has the buying power shouldn’t mind you making inquiries.”


CALL HIGH


Depending upon the products or services you’re selling and who you’re selling them to, you can change the tactics you use to determine buying authority. The software sales specialist believes salespeople should start “high” and develop a “power sponsor.” “Salespeople want to call high because, if they go in at a lower level, they could get locked in down there,” he says. “If you get locked in with a person who wants you to deal only directly with him and then he relays the information, in most cases those are lost sales. With my products, I pretty much know, based on the type of business, who are going to be the people my products benefit within an organization,” says the specialist. “That might be the vice president of claims in an insurance company or a CFO at a financial organization – depending on what exact product I’m going in with or what the issues may be. A ‘power sponsor’ is someone who wants you to win, has personal gain if you win, and has the


authority to buy. The question then becomes, how do you know that the person you’re talking to is really a power sponsor?”


He asks questions about the


process, the budget, board meeting dates and who attends, what driving forces in the organization are going to make a purchase or project go through, and basic business premises. “If you truly have a power sponsor, they’re going to understand those things and be able to clearly articulate them to you,” he notes.


ACCESS IS KEY “Typically, if you don’t have a person of power, they don’t know all those ins and outs – and it’s very difficult for them to make those things up. Can this person get you access to other resources in the organization, and is he or she willing to march you around, talking about the solution and what you’re trying to accomplish, and introduce you to people?” he asks. “Particularly note if this person is willing to introduce you to a superior – and pay attention to how they interact. Watch for the little nuances that can tip you off to a power sponsor.” The specialist advises salespeople to do some extra “history digging” to find out if any sort of special relationship exists within a corporate


‘‘


Gratitude is when memory is stored in the heart and not in the mind. LIONEL HAMPTON


structure that may change the power landscape. “In one case I found out that a vice president was specifically brought in by the CEO because he had worked for him before,” he says. “That’s a relationship that’s very strong and, any time you have a situation like that, that guy is part of the political infrastructure. If that was how he was brought in, you know you’re talking to the right person. “The more questions you ask, the more you know – and you might find that the person you’re dealing with isn’t the right person,” he cautions. “Keep probing, keep digging, and never feel bad about asking questions and qualifying. Your time is as valuable as your prospect’s, and you don’t need to spend your time on sales that aren’t going to happen.” 


VIDEO: HAPPINESS CAN BOOST YOUR SALES BY 38 PERCENT


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