Multiple decision makers and influencers can make or break your deal. Understanding what’s happening, when you’re not in the room is hard.
We may not be close to understand the impacts of any given problem we’re trying to help with.
Here’s a way to think this through – that’s kind of fun. As a seller, you are the guide (or wizard if you like), empowering your prospect (hero), to slay their dragon.
The problem, though, is what part of the dragon matters. And, what’s the priority.
For example
- The c-suite may see the dragon’s fire breathing breath as the issue
- The vps may be wondering how they can tame the dragon
- The mid level managers may be getting whipped by the tail
- HR may be concerned with the claws
- Legal is leery of the wings
If you can help organizations prioritize and slay the whole dragon, you won’t be a salesperson, you’ll be a trusted advisor.