How do you manage objections from multiple decision-makers?

1 Identify the key players

The first step is to identify who are the key players in the decision-making process and what role they play. You need to know who are the influencers, the gatekeepers, the users, and the final decision-makers. You also need to understand their pain points, goals, motivations, and criteria for evaluating your solution. You can use tools like LinkedIn, company websites, and referrals to research and map out the decision-makers.

2 Tailor your message

The second step is to tailor your message to each decision-maker based on their role and needs. You want to show them how your solution can solve their specific problems, deliver value, and fit their budget and timeline. You also want to address any concerns or questions they might have about your solution, such as security, compatibility, scalability, or support. You can use different formats and channels to communicate your message, such as emails, calls, presentations, demos, or case studies.

3 Align the decision-makers

The third step is to align the decision-makers on the benefits and urgency of your solution. You want to create a sense of consensus and momentum among the key players, so that they can influence and persuade each other. You can do this by highlighting the positive feedback and testimonials from other decision-makers, showing the ROI and impact of your solution, and creating a compelling vision of the future state. You can also leverage your champions and sponsors to advocate for your solution and overcome any resistance or objections from other decision-makers.

4 Handle objections effectively

The fourth step is to handle objections effectively when they arise. You want to listen actively, empathize, and validate the decision-makers' concerns, rather than dismissing or arguing with them. You want to ask open-ended questions to understand the root cause and severity of the objection, and to uncover any hidden or underlying objections. You want to provide clear and relevant information, evidence, and examples to address the objection, and to confirm that the decision-maker is satisfied with your response.

5 Follow up and close

The fifth step is to follow up and close the deal. You want to maintain regular contact with the decision-makers, provide additional value and information, and remind them of the benefits and urgency of your solution. You also want to identify and overcome any remaining obstacles or objections, such as legal, technical, or financial issues. You want to ask for commitment and agreement from each decision-maker, and to confirm the next steps and timeline for closing the deal.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?