In Dubai business leaders have an autocratic business style It is quite different to typically what you would find in Europe or USA. This style usually means that there is one person only in control, usually the owner. So, you can talk to Managing Director, Sales Director and not be talking to a decision influencer let alone maker!
What are the best strategies and tactics in selling to an autocratic business leader. And the ways not to sell to them.
Best Strategies and Tactics in Selling to an Autocratic Business Leader:
1. Establish that the person you are speaking to can make a budget decision without referring to anyone else.
2. Clearly define the benefits of your product or service in a concise and direct manner. Get to the point quickly.
3. Demonstrate how our offering can solve specific challenges faced by the autocratic leader's business. Emphasise benefits to them personally. It is their business.
4. Be assertive and confident in your communication, while remaining respectful of the leader's authority. They are assertive and confident, so it mirrors their values and gains rapport.
5. Use data and metrics to support your claims and quantify the potential impact of your solution. Autocrats like this approach.
6. Personalize your approach by understanding the leader's priorities and tailoring your pitch accordingly. Only they matter.
7. Emphasize the ROI and cost-effectiveness of your proposal to appeal to the leader's bottom-line focus.
8. Show willingness to adapt and customize your offering to meet the leader's specific requirements. They are the boss; they are in charge.
9. Follow up promptly and regularly to demonstrate your commitment and persistence in securing the sale. Oddly persistent follow up can play to their “I am all powerful” worldview.
Ways Not to Sell to an Autocratic Business Leader:
1.Avoid being confrontational in your sales approach.
2. Refrain from challenging the leader's decisions or questioning their authority.
3. Steer clear of vague or fluff-filled sales pitches that lack substance and concrete value propositions.
4. Avoid overwhelming the leader with excessive details. That is for their subordinates.
5. Do not dismiss or ignore the leader's input or feedback during the sales process.
6. Refrain from pushing for a quick decision without allowing the leader sufficient time to evaluate the proposal. They must feel in charge of decisions.