I Want To Be The Company Hero
“If a prospect you’re talking with tells you, “I’m making the decision on this,” then that person is assuredly a vampire. Even if they are the ultimate economic buyer, it’s rare that they are going to push a new product or service on their team without at least consulting them first.
What that vampire is really telling you is, “I want to be the company hero. I want to be in control to vet the vendors or the partners that I think will be best. Then I’m going to take the person I think is best and present it internally.” He’s trying to look like a champion at the company, to be the person who showed his manager the answers to the longstanding business problem. “Hey, look I did all this work, and I found the perfect solution to all our problems!”
[Excerpt from my book – “Stop Hustling, Start Scaling.”]
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