The New Power Base Selling: Master The Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition

Step 3: Gain Access

The initial purpose of a draft Value Statement is to help you gain access to the Power Base by providing the right person with a reason to meet with you. You will recall from our earlier example that the Fox of community banking is an Opponent. So what is the best way to handle this?

Many would advise you to go to someone else. That might make sense if the person you approach is in the Power Base—specifically, an Emerging Fox. But generally speaking, we think otherwise. Instead, we suggest that you go directly to your Opponent, using your Value Statement. If that doesn’t work, and it may well not, get to an Emerging Fox or anyone in the Fox’s Power Base.

Your task is to get a meeting. This isn’t going to be easy, considering that the Fox is an Opponent. However, these kinds of meetings can be as rewarding for some sellers as they are intimidating for others. If you are able to meet with the Fox, the likelihood of changing his mind is actually quite high. You must be professional but tenacious. Since your Opponent will probably be reluctant to meet with you, let’s look at a few tips that might help you gain access to the executive. Figure 10.3 illustrates this.

Figure 10.3: Ways to Get a Meeting with an Executive

• If you’ve already met, then engage! This may sound obvious; however, our deal experience shows that too many sellers hesitate to just pick up the ...