Kevin Boyle

I thought it would be a great idea from time to time to post my responses to subscriber questions in my blog for everyone’s benefit!

“Kevin, I have been trying to make some progress with a large Fortune 500 company. I know we have the solution for them, but I have to get everyone on board, specifically their management team and their IT department. Any tips?”

Hi John,

Well you have yourself a huge task in front of you. There is no easy answer to your dilemma but I can give you some good solid advise as to what to do.

Instead of writing a sales proposal – write a white paper. A white paper is a very deep comprehensive review of emerging technologies, trends, and where the market is heading and how your solution fits in.

1) Meet someone from the IT department and figure out what it is that they are trying to accomplish and the best way you can help them reach their goals with your solutions.

2) Try to arrange a meeting where you can present your “white paper” (your findings)
to the department heads of IT and management.

Focus on the naysayers – get the naysayers on board – or else they will kill your proposal.

3) Realize the differences between management and people in IT departments. Management generally thinks short term profitability and shareholder returns while IT thinks in terms of long term systems and processes.

You need a white knight in the IT department or the management team that will help you sell your “idea’s” and/or “proposal” to the other department.

Good luck John!

Kevin Boyle.
John’s reply :

I absolutely agree that was some good solid advice. I am impressed with your observations. I particularly like the white paper idea, selling the naysayers, and getting their input on what they want to accomplish. Do you have any questions you ask a potential customer that gets them to lower their guard and open up about their situation?
Dear John,
 
A good starter question to ask would be; “Mr. Prospect, what would be your greatest concern about…” From there I would explore the “implications” of his answer(s) on his company’s operations, profitability, internal processes, etc… by a process I call “layering questions” (found on page 75 in my book).

Also, take a few minutes to read my blog on “Repositioning your Competition” It is a technique I use all of the time to great effect.
 
Essentially you are “educating” your clients on “what to look for” and “what to look out for” when they
are trying to make a business decision about which way they need/want to go.
 
You will also find this concept explained in my book.
 
Also read my chapters on the – 1st key to asking for and making the sale and the 4 E’s of Competition (page 84).
John’s reply :

“You have sold me. I will be ordering your book today! Its great to know there is someone out there you can seek great salesmanship advice from. Thanks, Kevin. I will keep you in the loop regarding your book.”

Would you like to learn practical sales skills and strategies on how to get your foot in the door, book more sales appointments and dramatically improve your sales results?

Then go here…

Kevin Boyle
Author / Public Speaker / Sales Trainer and Coach
“The Secrets to Sales Mastery”

ps – Did you enjoy this post? Do you have any tricks or tips for handling two different departments? Please feel free to add your comments!

More great articles are coming your way!