In many cycles that I am engaged with, I hear the same thing a lot:
“We got to a Senior Person, but we got pushed down to lower levels”
This happens all the time. The Senior Person may do it for a variety of reasons: Testing you as a Seller; making sure you can follow Instructions; or because they don’t decisions unless certain lower level people sign off on the situation.
No Matter What, even when pushed down, Never Lose Contact with the Senior Executive.
You may get Delegated down. Well, that is the nature of selling. But I tell Sales People ALL the time. Once you have made that Contact, you advise Senior Person you will keep them posted on the progress. And whatever you do, DO NOT ask for permission! Again, once you have made the contact, it is like Unmined Gold. It is there, it just has not yet been tapped.
Make it clear to that Senior Person, no matter the Context of your first meeting, you are going to keep in touch with them.
It also saves the problem of the Lower Levels of thinking you went around them. No you did not, you just ensured that the person you had communicated with originally was kept “in the loop” about what was going on.
We all get Delegated down. It is how you manage it that separates good from Great Sellers!