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Find the M.A.N.!

Sam has been called to Prakash’s (his Manager) room for a review of his Sales proposals – the cases that would yield results in the next couple of months. Prakash had to make his own forecast based on the inputs received from his team-member. Sam is providing updates on the dozen or so cases that he thinks could translate into business in the immediate future.

Sam is confident of achieving success in a few of the cases, which are relatively smaller in value – but the really big ones are giving him a bit of trouble. When Prakash quizzed him on those proposals it was found that Sam is on pretty shaky ground because he had no clarity on when the order would come through and who in the client’s place needed to clear those cases.

This is true for a number of Sales Executives – the reason being that the file is stuck with officials who have no powers to take decisions; and they don’t know that. The officials lead them on a merry chase giving false hopes and deadlines that are never met.

Sam and other Sales Executives need to check out a few things pretty early in the deal that will take them forward with greater prospect of a timely fnalisation.

They need to find out the following:

–          Does their contact have the power to take decisions; is he the decision maker?

–          Who needs the product or service? Who has initiated the requirement?

–          Who will approve the order and sign on the contract?

–          Who is in charge of releasing the payment and approving the budget for the purchase?

In the Sales domain we use the term M.A.N. – which stands for Money, Authority and Need; or in other words Sam had to find the person or persons who were the users, influencers and decision-makers!

If he were to find the M.A.N. his path to extracting business from this account would be clear. He would know that the time spent there is worthwhile and that he is talking with the people who matter.

Don’t get caught in wild-goose chases – ask the right questions and understand as early as possible that you are seeing the right people. If you are being blocked (and this can happen for a number of reasons) it would make sense to find another route to the right person as soon as possible.

Here how you can make life easier for all concerned; borrowing a phrase made famous by Russell Peters – Be a Man … and find your M.A.N. at the earliest!

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  1. April 15, 2012 at 3:06 pm

    Well Said,I have personally experienced these kind of situations.I remember my old Escotel days

    • JayadevM
      April 15, 2012 at 3:09 pm

      Glad you remembered, Arabind! Hope the situation is well under control now.

  2. Kalyanaraman
    April 16, 2012 at 4:43 pm

    Good read Jay ! Simple yet meaningful narration ! One glance and a rookie can easily understand the concept. Nice work.

    • JayadevM
      April 16, 2012 at 5:14 pm

      Thank you, Kalyanaraman!

      I sincerely hope that more budding Sales Pros read these articles and benefit from it. It would justify my effort.

      Maybe I should turn it into a paid service and then people would take it serious!

  3. Jamy
    April 19, 2012 at 7:50 am

    Good one Jay!

    • JayadevM
      April 19, 2012 at 8:40 am

      Thank you, Jamy!

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