Paul shares four ideas when going above or around your existing contacts.

Show Notes:

What is the greater risk, losing a sale, or losing a relationship? “Remember, your job is to sell, not just build relationships.”

“Try asking the buyer for forgiveness, and then asking for their permission.”

“If you have a strong relationship, then ask the buyer why they’re hesitant to introduce you to the ultimate decision-maker.”

Coordinate a high-level schmooze. Have your high-level contact meet with their high-level contact. Those two high-level decision-makers speak the same language. 

If all else fails, offer a new decision for your prospect to make. Recommend a bigger solution that has a greater impact across multiple departments. 

Make it a big day!

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