The moral of the story is simple:
People do things because they want to, not because you force them.
Sales reps who tell prospects what to do, never win. Telling people what’s in their best interests also doesn’t work. Forcing your will upon someone is also a terrible idea. Imagine saying “hey, I’m not going to do this demo unless your boss is present.” 🙈
Changing your perspective from;
“how can I get someone to do something”
“how can I get someone to want to do something”
helps us reframe the problem. The question now becomes,
“how do I get my prospect to want to bring their boss on the call?
Your prospect must come to their own conclusion
that it’s in their best interest to invite their boss, you can do this by using hypothetical scenarios.
Asking questions is a great way to replace telling someone what to do.
Questions are there to be answered, and it’s your prospect who answers them. Don’t tell your prospect what to think, ask them a question and they’ll tell you what they think.
Ask good enough questions and you’ll change how they think.
Questions let people come to conclusions on their own. That’s a far more powerful way to change someones mind.
Statement: "It’s better to bring your boss on the call to avoid delays in the project or buying the wrong thing”
Question: “How would you feel if you spent four weeks assessing Spendesk, only to have your boss reject your proposal due to a misalignment on goals?”
Question “Would a 20 minute upfront investment to align your team be worth it to avoid a potential 4 weeks of delays to this project?”
Remember, your prospect’s are not professional buyers. They don’t have playbooks for buying products.
Their “path of least resistance” is likely not the ideal path to the best outcome. They’ll default to protecting stakeholders, hiding information, and keeping you as far away from their team as possible.
You must create new paths, help them come to new conclusions, and make it easy for them to buy.
Use targeted questions and create new revelations.