One of the most often asked questions at workshops if they should go over or around someone who is stalling or in the way of a sale. Our view is an unwavering YES. It is one thing to be told that there is no sales, and it is quite another to be blocked from getting a decision from a real decision maker, especially by someone who is unable and not empowered to make decisions. One way to avoid this trap is to approach a company through multiple contacts, using a top down, bottom up approach. But as with most things in sales it comes down to outlook, attitude and preparation. Preparation, in most cases the reps getting blocked or stalled; don’t have a plan or a list of people through the buying organization they can call in case they hit a wall. Their attitude is subservient and as a result even if they find the right people they rarely are able to establish a peer to peer relationship. While it may be accurate that people buy from people they like, they like peers more. Most importantly when it comes to going around or over someone is who you see as your customer. The reality is that the company is your client, not the individual. Further the company you are selling to is the customer of your company, pretending otherwise is folly. I always find it interesting when people rely on “champions”, the reality is today’s “champion” is tomorrow’s albatross. You can avoid this trap by selling the whole company, instead of investing your efforts and emotions in one, usually wrong, person.Sell well!