Securing 7-Figure Contracts for 7-Figure Commissions: A Winning Guide

Jan 31, 2024

Recent studies revealed a startling truth: the number of stakeholders in your deals, even for SMBs, is often underestimated. If you're imagining three stakeholders, the reality might be six, and if you think enterprise deals involve five or six, brace yourself for eight or more. If your deals are hitting roadblocks, it's likely due to missing out on crucial interactions with decision-makers. In the end, a deal needs a chorus of 'yeses,' and that involves catering to diverse roles in the decision-making process.

Let's break it down. Meet the economic buyer, the user buyer, the technical buyer, and the ch

ampion. Each plays a distinct role, caring about different facets of the deal.

1. The Economic Buyer

This high-level executive approves contracts, focusing on the broader impact of a solution on the organization. Don't waste time on product details; instead, align your solution with company-wide initiatives, create a compelling business case, and showcase success stories from similar organizations.

2. The User Buyer

Directly impacted by the solution, the user buyer is concerned with practical, day-to-day implications. Tailor your pitch to how your product improves their job, addressing any concerns, and making the business case local to their needs.

3. The Technical Buyer

Usually in IT, the technical buyer evaluates solutions against specific criteria. Help them do their job by answering tough questions, understanding decision criteria, and being transparent. Establish a clear post-sale plan to ensure ongoing success.

4. The Champion

Your guide through the sales process, the champion is your insider. Identify champions early, invest in their success, and over communicate. Champions believe in your solution, hold credibility, and are genuinely invested in your success.

Winning Them Over

Whether it's aligning with stakeholders or making champions out of initial contacts, here are some actionable strategies:

  • Practice the Golden Rule: Treat others as you wish to be treated. Respect all contacts, regardless of their role.
  • Deliver Value for Initial Contacts: Even lower-level contacts can become champions. Help them achieve a win, and they might just become your strongest advocate.
  • Text Your Champion: Build a personal relationship with your champion through regular, informal communication.
  • Tie Solutions to Broader Problems: Anchor your solution to company-wide problems to involve more stakeholders and accelerate the decision-making process.
  • Align Levels Internally and Externally: Strengthen multi-threading by aligning different levels in both organizations. Foster relationships with decision-makers at various levels.
  • Make Introductions Effortless: Ghostwrite emails for your contacts, making it easier for them to introduce you to other stakeholders.
  • Face the Place: If possible, work on-site. Personal connections forged during in-person visits can be invaluable in complex deals.

Armed with the knowledge of who the stakeholders are, how to sell to them effectively, and strategies for multi-threading, you're ready to take your deals to the next level. Don't just read this—implement it. Success awaits those who dare to revolutionize their approach. Happy selling!


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