First Gain Trust Then Meet with the Buying Committee
Here is a quick story from my past to help illustrate the importance of gaining trust prior to meeting with the buying committee.
Many of you have heard me say how the hair on the back of my neck stands up when certain things happen to me in a sales cycle. One of those is being invited to meet with the buying committee when I do not know all of the players.
Think about it this way. What bad things can happen if you walk into a room full of people you have not met, they don't know you and you really don't know where they are in their buy-sell cycle?
Each individual on a buying committee has their own "personal clock" in terms of where they are in the buying cycle. Plus, the odds are, they are not all on the same page when you walk into a meeting. Unless you did you homework before you arrived.
Read on to understand how I prepared myself and the buying committee for the scheduled meeting ahead of time.