Has this happened to you?:-

• You thought you were going to get the order?
• Your contact in the customer was very positive?
• And then it went to someone else?

Then you probably have a "blocker" problem

A "Blocker" is someone who won't have you at any price.

The effect of this in a decision making group can be to drive the decision to their second choice, becasue that second choice is acceptable to the "blocker".

You have probably made it worse by only talking to people you feel easy to relate to, which probably means you have ignored the blocker.....

What to do about it?

Recognise the roles in decision making groups, identify the key individuals and communicate with them all. That way you will get a handle on their individual views and attitudes. Use that to identify and remove blocking issues as far as you can....

Roles in decision making groups:

• Decider
• Buyer
• Gatekeeper
• Blocker
• User/consumer
• Influencer