I always find it interesting when sellers tell me they have no opportunity at a Particular Account. I always ask the Typical questions that anyone in a Coaching position would ask, but this is the one that I really hone in on:
“Have you tried go after the account in a Different way than other Sellers have- either through another Person or with a different Message?”
We call this changing the Angle of Attack. While a Military Term, it comes out in Sales all the time. Since we have talked about the Usual manners of going after an account, this one is more about going where it would be different information for that potential Buyer or would help you possibly get into the account from a different perspective. Hence the use of the Name “Angle of Attack.” In combat, particularly but not limited to Aerial Combat, Pilots are often in need of going after the Target in a Different way, or from a different Angle. A Head on Approach may seem like the best way, but if it does not work, what do you? Do you just keep hammering away at the target, or perhaps it is time to change what you do!
So, don’t think you are out of the game until you have completely worked all angles. By Going different ways, you may find that you open up new Interest from Areas that had not been interested before. As such, you may not be getting to the end of the Sale in a “Traditional” manner, but it does not matter.
As is stated often in Sports “A Win is a Win.” May not be Traditional, or Pretty, but Sellers should take advantage of any Angle to get in and get engaged with an Account. Most Sales Managers only Keep Score of Wins and Losses. They don’t usually care how it happens as long as it happens. I am not suggesting anything Unethical or Illegal. But keep trying to go different ways and you may surprise yourself with a Different approach.