How to Handle "Talk to My Underling"

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  1

  ndlicht1

  10/21/08 | Report as spam

  RE: How to Handle "Talk to My Underling"

  Underling- seems to be the gatekeeper and the critical evaluator in this case actually. Looks like The exec trusts his people to know their jobs, issues and needs.
  
  Kind of sounds like paradise. However, the nderling knows the boss sent you so you need to say " Not knowing how things get evaluated here, I visited with xx to ask how best to see if my solutions could help with xxx. He or she sent me to you"
  
  That undoes your starting at the top and opens a meaningful dialog.
  
  I'm not sure if the exec sponsorship is automatic or even required given the facts you supplied in your piece.
  
  If the underling says yes to the idea in concept form initially, thats where the key to adoption is asked and then answered by the underling so ask the underling how it all works.

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  2

  jefflogden

  10/22/08 | Report as spam

  RE: How to Handle

  Go down but keep the contact. I'd say "Thanks Mr. Big. I'm happy to talk with Sally about this.
  
  Two things I would also like, if they are okay with you. One -- you handle the introduction to Sally and two -- once I get all of the insights, I have an opportunity to discuss my findings with you."

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  3

  JacquesWerth

  10/22/08 | Report as spam

  Salespeople do too much "handling"

  This scenario bears the assumption that you don't have any better prospective customers than this one. Since that is seldom the case, you need to determine whether this account is worth any more of your time and resources. If not, you should move on to a better prospect. Thus, you need to decide that ??? quickly. You can do that by asking the this question.
  
  ???Assuming that Mr. Underling determines (repeat your value proposition) is real, is that something you want at this time, or not? ???
  
  The answer will result in a conditional commitment to your or a (temporary) disqualification of the prospect. Either outcome has a high probability of optimizing your overall sales productivity.
  
  Chasing after uncertainty is not a winning strategy.

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  4

  JacquesWerth

  10/22/08 | Report as spam

  Salespeople Do Too Much Handling

  The stated problem assumes that you don't have any better prospective customers than this one. Since that is seldom the case, you need to determine whether this account is worth any more of your time, effort and resources. If not, you should move on to a better prospect. Thus, you need to decide that ??? quickly. You can do that by asking the this question.
  
  ???Assuming that Mr. Underling determines (repeat your value proposition) is real, is that something you want at this time, or not? ???
  
  The answer will result in a conditional commitment to you or a (temporary) disqualification of the prospect. Either outcome has a high probability of optimizing your overall sales productivity.
  
  Chasing after uncertainty is not a high probability strategy.

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  5

  LRMiddleton

  10/22/08 | Report as spam

  RE: How to Handle

  I'm an exec in Training at a sales company. I can tell you I tell software vendors this because I have my "underling" do the preliminary screening. If I were asked any of the followup probing questions after I said talk to my underling, I'd likely not be impressed.
  
  If I don't want the thing or there is no chance in my org, I'd say - no thanks, so long.
  When I say talk to my underling it means its that persons responsiblity to evaluate that kind of purchase and make recommendations to me. I wouldn't waste their time looking at something I'm not supporting.
  
  Sometimes a cigar is just a cigar, and every person who doesn't want to talk to you isn't a dodge.

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  6

  Zilmar

  10/22/08 | Report as spam

  RE: How to Handle

  I think that two important issues here are:
  a) is the indicated person a decisor on that subject, and his favarable positions means a deal; or
  b) the person will only analyze and recommend or not that a deal be completed?
  
  When we got to know the underling's role, then we would be prepared to start over the sales call with him in view.
  
  Fact is that no exec would tell a salesperson to rob some work time from a colleague.
  
  Zilmar Pereira

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  7

  Geoffrey James, Sales Machine

  10/22/08 | Report as spam

  RE: How to Handle

  QUOTE: Fact is that no exec would tell a salesperson to rob some work time from a colleague.
  
  You need to read Dilbert more often.

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  8

  LRMiddleton

  10/22/08 | Report as spam

  RE: How to Handle

  Funny Geoff!
  
  Some days I wonder if I work for the pointy haired one and have in the past been the underling that a call was referred to because it wss my job to say thanks but no thanks.
  
  There is a situation right now where we like the product offering but may not go with it because the sales person keeps insisting on talking to me instead of the "underling" who's job it is to make a selection.