Asking for access to other stakeholders is a rather sensitive thing and quite frankly;

Things can get weird real fast if you do it the wrong way.

Actually, you can insult the sh*t out of your prospect and;

That’s why many reps just avoid asking for access.

Needless to say, this can affect your deal in a very negative way:

That’s why you need to work a strategy.

First, you need to rethink WHO the ideal people (yes plural) are who can move your deal forward.

It’s not who you think!

Many of us were taught to shoot for the highest level decision maker and stop with that person.

That’s a HUGE mistake!

High level decision makers are important in securing funds, handling internal politics, putting ink on the contract but;

Many times they are far removed from the experience your widget provides.

Try to find pain/opportunity points with someone who doesn’t experience them and you have the makings for indifference and;

Indifference SUCKS when you’re the person trying to get that person off the fence!

Especially later on if you have to negotiate with that person.

Oh, and one thing I love about having other stakeholders present is their ability to challenge leadership from the perspective of someone who is actually impacted by your widget.

Who do you think carries more weight when it comes to convincing a decision maker;

You or their teammate?

Next, you need to have a subtle way of both asking for access and suggesting ideal stakeholders;

Without making your contact feel like you just totally dissed them!

I start asking for access right at the time when the appointment is set.

I ask;

Who else, besides yourself, should join us when we meet?

This in and of itself works wonders but;

Its actually incomplete because we need to help this person think of stakeholders.

Since the brain files things away (and accesses them) by category;

Give them the categories of people who should attend.

I like to give 2-3.

For me, since I typically speak with VP’s of Sales, I suggest;

sales reps, sales managers and either Executive VP or CRO.

Here’s how it all sounds when I put it together;

Who else, besides yourself, should join us when we meet? Perhaps some of your sales reps, your sales managers, the VP of Sales?

The key to an ask for access ISN’T just in HOW you ask, its WHEN you ask so;

I never ask just once!

I ask that same question at the end of every meeting.

Why?

Because at the time of the initial ask, there’s a really good chance that I wasn’t at the point of earning their full trust.

There’s also a really good chance that they didn’t see the point in granting access.

This one simple move will do more in preventing stalls, behind the scenes objections and;

Someone trying to use a “Higher Authority” negotiation tactic on you later on in the process.

Oh, and if you do your job right, you’ll create internal pressure from the other stakeholders.

I share today’s blog post with you as part of our upcoming Negotiate Like A Pro webinar.

Have you signed up yet?

I’m going to share;

• 7 Ways To Create Deals Where There’s A Lower Probability Of Having To Negotiate
• 5 Tactics That Are Likely To Be Used Against You (And Countermeasures For You To Regain Control)
• How To Understand (and Leverage) Behavioral Styles
• One Subtle Tactic That Gives You Leverage
• How To Create A Collaborative Negotiation
• What To Do When You Hit An Impasse
• How To Walk Away Without Killing Your Chances To Do Business In The Future

When?

Thursday, November 2nd, at 11:30 am EST.

What do you get?

(1) 90 Minute Webinar With A Ton Of Actionable Tips

Worksheets

Bonus PDF With Additional Ideas (Sent The Following Week)

How Much?

$99

Also, this is a live virtual online event. You only have one chance to join us LIVE so click HERE to secure your spot!