Identifying The Decision Maker

One of the biggest mistakes sales professionals make is not talking to the real decision maker. This results in wasted time, lost revenue and heartache.

Some sales people feel like it’s easier to get in a prospect’s at a lower level and sell up the ladder. Then they have their hopes dashed because they have spent considerable time with someone who must ask permission to move forward.

Instead, determine a company’s decision-making process before you start. These are some questions to help you determine whom you need to engage in discussion: