Every sales management team has dealt with the customer who is unable to decide on whether they will enter into a business relationship. Instructing representatives on how to get over the last hurdle and to finalize the transaction can be difficult.
There are times when a potential client is never going to budge and accept the terms of a sale, but a majority of the time someone who is on the fence can be persuaded to accept at the very least, a preliminary deal.
A prospect might need the assurance that there is a strategic player who is involved in the their account, not just the representative who sold them on the idea. This is where the sales manager can come in and finalize the deal, according to Barrett Riddleberger, the chief executive officer (CEO) of Resolution Systems, Inc., a sales training and consulting firm.
When someone with authority enters the sales process, coming to the aid of their representative at the final stage, it can give the potential client the confidence that they need in the company, the executive noted.
"The prospect wants to know that there is someone in there who can deal with issues outside of the selling," said Riddleberger. "It can also make them feel important if someone of authority becomes involved in the sale."
After the initial stages of the sale are complete, and the prospect has brought in a decision maker who is senior to them, it helps when a representative matches this executive with someone from their own management team. The VP of Marketing for the potential client should speak with the Director or VP of Sales, which will help with strategy alignment, according to the executive.
"In some cases that C-level prospect may also ask questions outside of the sales rep's business accumen, which can be an opportune time to bring in a sales manager or someone higher up," noted Riddleberger. "It doesn't mean the sale rep is bad, it's actually a better strategy than going at it alone."
The team effort approach to sales, involving all parts of a management hierarchy, can help push the potential client towards making the final decision, and will allow the representative to push the prospect 'off the fence', Entrepreneur.com reported.