Strength Comes in Selling to Big Numbers!
One vs. Many
Some salespeople prefer to sell to individuals instead of groups. Why?
- Groups are slow to make a decision – Organizations require consensus from individual members. In fact, it is estimated that less than 2% of groups will agree to a proposed date, price and seat location on the first contact.
- You may need to sell through others – To make your job as a salesperson harder, you’re usually presenting a group idea to at least two members of the prospective organization. If you are successful with the initial contacts, they must then take your message to the group as a whole, which means you are relying on others to do your selling for you.
- Follow the leader – A group mentality dominates decision-making. If just one person doesn’t find what you’re selling appealing, the entire group sale may be at risk.
- Competition is everywhere – Each member of the group has their own idea of an alternative to what you’re selling.