The group coaching style Business Development Training workshops for teams of people who do not have sales in their job titles are some of the most productive and fun ones that we run.
They do however surface a few of what we can only describe as distorted thoughts on the topic of business development or rainmaking.
We thought that as a coach to your people you may like to have our views on how to deal with some of them.
Today’s distorted thought topic is Scared of Seniority.
You may hear it verbalised as something like
“The Chief Information Officer will not see me.
I’m not important enough for them to take a meeting with me.
I’m only a humble consultant ” + (Accompanied by wringing of hands, Uriah Heep-like)
Your possible actions: Going for seeing is believing
Send in a VP or similar senior person from your company in with the consultant.
However rehearse the structure of the meeting and opening questions with the consultant before.
Rainmaker e-book Planning Great Customer Appointments
Have the consultant run the meeting and afterwards positively reinforce that THEY ran the meeting not your VP.
Possible Reframing Questions : Trying to go for believing then seeing
So what’s a good way to ReFrame this to help your consultant break through?
What questions might help them see it differently and Re-Frame their response?
- What current level in the client organisation do you normally operate at?
- How did you move up to that level ?
- How do you prepare for meetings at that level?
- What topics do you cover at your meetings?
- What do we know about what CIOs worry about?
- Revenue increasing?
- Cost reducing?
- Employee productivity increasing?
- Customer Satisfaction improving ?
- Do any of the aspects of our solution do any of those?
- Can we express what our solutions do in simple business lanaguage?
- Wouldn’t you want to see someone who could offer you a solution to your issues?
- What’s the worst thing that could happen to us ?
- How do other people in your position meet with CIOs? Don’t know? Go find out?
By having them think about their frame of reference for this problem you may well get them to ReFrame it and move on past it.
I’d be very interested in your views and techniques to handle this distorted thinking.