I recently went on a pitch with a client’s hunt team. We were supposed to be pitching to the first in command, but he was pulled away to a funeral at the last minute. He left a message for us while we were on the plane, so we didn’t listen to it until much too late.
We arrived at the prospect’s offices to present the results of a preliminary analysis of their operations and to detail my client’s company plan to help them. We were told that since the first in command was out, we would be meeting with the second in command.
Sales Challenge: The second in command is the eel in the deal.
We sat down in the board room and prepped for the meeting. What would you do?
What would you do in this situation? I want to hear your thoughts because I think that this type of scenario happens more often than we would like. Let me know what you think!