Accessing the Economic Buyer when they know they need the problem solved but want no involvement
I’ve been working deals where economic buyers are not at all technically inclined, and as such, run from a lot of tech conversations.
I’m talking to them about the correct high level initiatives, hitting the right personas with the right messaging, but the corporate structure within them space I sell in has been acquisition heavy leaving former business owners now with bosses and the possibility of losing credibility or worse so they don’t want to touch it.
I’ve been good at getting them to send me in the right direction with endorsement, but I am trying to get them back into the sales process a step earlier than they ever want to be and I think my strategy hinges on positioning value at this unique time.
What are some tips/tricks to lure them into a demo 2 in a discovery > demo 1 > demo 2 (which I want to do discovery/demo 2 with EB) > negotiation > close type of structure (I tried to keep that brief so cut out some stuff after the demo 2 spot I’m looking to pull them into)