Chapter 5

Is the opponent an enemy, or an unconvinced ally?

Người phản đối là kẻ thù, hay đồng minh chưa thuyết phục?

The chapter's question

Who is opposing, and what are they opposing?

Big idea

An opponent met early is a conversation; met late, a closed door.

In this chapter

  1. Part 5.1

    Finding Them

    What signs show someone is blocking?

  2. Part 5.2

    Why They Object

    Are they worried about their job or about the company?

  3. Part 5.3

    Meeting Them Directly

    How do I ask to meet them without raising the temperature?

  4. Part 5.4

    When You Can't Win Them

    If I cannot change their mind, what do I do next?

The reading for this chapter is inside Conan School

This chapter has 4 readings, with case stories and exercises. Chapter 1 of Selling to a Committee is free to read right here.

Read in Conan School

Chapters of Selling to a Committee

  1. 1.Do I know the deciders, or just guess?
  2. 2.Can one pitch convince a whole committee?
  3. 3.Have I armed my inside champion to win without me?
  4. 4.Will my proposal survive their closed-door meeting?
  5. 5.Is the opponent an enemy, or an unconvinced ally?