Why Management has Special Powers on Sales Calls

By Steve Martinez

If you have a sales manager or someone above you in sales are you using their special insight? Your boss probably has insight you don’t know about that will break open sales for you. When you learn how to use this, everyone wins in sales. Most managers would love to be taken advantage of in this manner. I can’t think of one sales manager who wouldn’t want to be used like this.

Understanding Your Managers Special Insight
Some business owners or sales managers don’t realize that they have special power when it comes to outside sales. When they join a sales call with a salesperson, everything changes. The dynamics are different because there is a level of respect for their position, which affects the sales call. Sales managers can generate a similar effect on appointments. The advantage they have is their position and perception. When they join an appointment with a salesperson their title raises the bar for discussing subjects the customer wouldn’t normally consider. The business owner can ask tough questions the salesperson can’t ask and get the same response. Salespeople can’t accomplish this alone.

Would you believe a salesperson? I wouldn’t believe most of the salespeople I meet. We know that in many cases your title doesn’t say salesperson. You know prospects look upon us with this stigma and this won’t change anytime soon. The only way we can make the transition from a salesperson is to become a trusted consultant or strategic partner. Even if we make this transition, it will go a lot easier if we bring along a business owner or sales manager who caries the weight of a higher position.

Win Sales by Thinking Like Management
Do you realize that business owners think differently than the typical salesperson? They do! There are really only two factors that an owner will base a business decision on. Those two factors are what drives them and keeps them in business. They also like to do business with individuals who understand and share the same values they do. It is the reason that P’s (Presidents) and VP’s (Vice Presidents) like to do business with one another. Since we aren’t P’s we either have to act like one or bring one to appointments.

Value Proposition One
The business owner thinks about how this investment will make money every time they make a decision about something. If our service doesn’t meet this number one criterion, we are wasting the high-level contacts time. However, because our boss thinks this way too, they are in the perfect position to relay the profit opportunities with our important clients. They can get away with tough questions and they can challenge a tough prospect with reasons that a salesperson just can’t get away with.

Value Proposition Two
The second reason is will this product or services save me time or money? The business owner thinks about this every time they make a purchase decision. If our service doesn’t meet this number two criterion, we are wasting the high-level contacts time. Fortunately the boss thinks this way too. They can relate cost saving opportunities with clients and can get away with hard-hitting questions. They can dispute an issue with reasons a salesperson just can’t get away with.

Why P’s like to Communicate With P’s
Bring management along on your c-level account presentations and closing appointments. Your boss has the secret powers to ask the tough questions that a salesperson can’t ask. Bringing them along will also raise the level of importance to the account that your contact will appreciate. Remember, P’s like to talk with P’s. If your management representative gets nervous, just remind them that they are a natural for this task and ask them to relate as a peer, on how your solution will save the prospect money or reduce costs. Just be sure you have your facts straight when you turn your boss loose with their secret powers. If not, ask your boss to confirm your assessments before the meeting.