I recently posted, that one of my long-standing coaching clients recently made the observation that just trying to close on anything at the moment “feels like nailing jelly to the wall”.

In the second part of this post see practical advice on how to adapt and maintain rather than lose momentum.

Here’s how to connect with multiple Economic buyers:

1. Invest in time with multiple influential people including Champions and Economic Buyers; show them how your technology is going to make them look like a star.

2. Keep visualising success for all - creating situations in which there are multiple winners.

3. Maintain an adaptive mindset and dialogue that says ‘this is different’ and the opportunity is still well qualified.

4. Park any frustration and move forward by asking: how do I adapt?

Switch to an adaptive, multi-winner strategy

Adaptive dialogue is key in driving partnership value, deal value and in cultivating success for all sides. Let go of win-lose thinking. Set aside any fear that the deal is actually gone because this person has lost their role - it’s still yours for the taking if you adapt your mindset.

But how can you make the difference with Economic Buyers?

One of the key things to do is to have multiple routes into an organisation. Develop relationships with multiple Champions, ensure multiple engagements with significant layered levels of influence including the Economic Buyer. This enables you to de-risk any deal as much as possible.

Reciprocal winning and reciprocal networking are always the key way forward.

If you missed my article on how to create multiple winners in Enterprise sales, click here to read it now.

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