Posted on by Pat

How To Engage Decision Makers and Close with Oscar Chavez #387

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

How To Engage Decision Makers and Close with Oscar Chavez #387

Are you struggling to get in front of the decision maker? Are you calling,  emailing, and not getting any traction? Are you talking to a prospect and it’s just dawned on you, this person doesn’t have the authority to buy? Today’s guest has the solution to this vexing challenge. Oscar Chavez is a member of the Board management consultant service. He shares steps for executive engagement, how to manage large strategic deals and avoid getting trapped by non-decision makers.

Avoid the Non Decision Makers

People with plenty of time to meet  are probably not the decision makers. To advance the sale you need to understand the process companies use to make buying decisions.  Focus top down when deals get stuck says Oscar. More often than not, you’re not talking to the right person.
How do you do this? Reach out to the C-suite exec and ask “where shouldn’t  you be spending your time ?”   The answer will open up opportunities for you to share how your solution may help.   Set aside any fear of perturbing your initial contact. The key to success is advancing the sale.

3 C Close

When it comes times to close the deal Oscar recommends you:
    • Curiosity – try to understand their world and their challenges
    • Creativity – position your solution within their challenges. Show how you can help
    • Commitment – always end a meeting with a next step to prove commitment

Take Action

Send an email with a unique subject line. In a few days convert to a calendar invite and propose a time. If they accept that’s great, if not, reset keeping you top of mind.

How To Find Oscar Chavez

Thank Our Sponsor Vidyard

Vidyard is an easy-to-use yet powerful video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world —– on your website —-, it’s easy to manage your video content. Vidyard’s solution is built for business, with robust analytics, integrations with top enterprise tools,  and customization options that answer businesses’ unique needs

Sign up for Vidyard free account today by going to vidyard.com/babble. Start using Vidyard completely free and as a bonus get their High-Conversion Virtual Sales Playbook.

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on: