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:
• Who else including yourself is involved in making this decision?
• Who is responsible for corporate security?
• Who in your organization is responsible for legally required information protection policies and procedures?
• When we present our customized proposal to you, will you be the one who will approve the agreement?
• What do you think we should do next?

The answers to these questions should help you discover the true decision maker in an organization.

Ray Barry is vice president of Total Product Destruction and president of Total Training Services, which operates The Shred School in Spartanburg, S.C. He can be contacted at raybarry@totaltrainingservices.com or at 864-699-8417.