Buying for a Team vs Buying Alone
Practical ways to tell the difference between buying for a team and buying alone, and to adapt your approach.
Teams decide differently. Know who is in the room.
10 tips that really help
These ideas come from Influence (Robert Cialdini), Pre-Suasion (Robert Cialdini), Thinking, Fast and Slow (Daniel Kahneman), and everyday practice. The first six help the most. Pick one and try it today.
Teams decide differently from individuals
Group buying involves more voices, more checks and a slower process.
Understand the roles.
Identify all stakeholders
Learn who influences, approves and uses the product.
Ask for names.
Address each person's needs
Different roles care about cost, ease, risk or results.
Prepare separate briefs.
Support your champion
Give them materials they can share internally.
Help them present.
Allow time for consensus
Do not rush a group, since agreement takes longer.
Plan a longer cycle.
Offer a group presentation
Meeting everyone together saves repeating yourself.
Schedule it.
Handle conflict calmly
If views differ, stay neutral and help find common ground.
Listen to all sides.
For solo buyers, be direct
Individuals can decide quickly and appreciate efficiency.
Adapt your style.
Clarify who signs
Know the final authority to avoid delay.
Confirm early.
Keep a record of who said what
Notes on each person’s concerns help later.
Update after each meeting.
Easy things to say
When you are stuck, pick one of these. They work in many sales conversations.
“Who else will use this?”
“You decide this yourself, correct?”
“Let me prepare a summary for your colleagues.”
“Could we include the team in a call?”
“What does the team need?”
“Thank you.”
Your first week
One small action a day. Each day is only a little bigger than the last.
Ask who decides
Ask who uses it
Prepare a team summary
Offer a group demo
Address different concerns
Follow up with all
Review
Further reading
- Influence (Robert Cialdini)
- Pre-Suasion (Robert Cialdini)
- Thinking, Fast and Slow (Daniel Kahneman)
The tips above are written in our own words and are general guidance. The books are suggestions for further reading.
