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3 Tips To Ensure You’re Selling To The Decision Maker

MTD Sales Training

You also get to hear about the stages they go through in making decisions, and allows the person to still keep face if they aren’t the main protagonist. If you find the person you’re talking to isn’t the main decision-maker, you can still carry on the discussion, but be careful with how you progress. Happy Selling! Sean McPheat.

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3 Keys to Successfully Dealing with Influencers

Mr. Inside Sales

Influencers are key to both getting through to decision makers, and to eventually making a sale. The question is: How do you properly qualify them and get them to influence the sale in your favor? They are: Key Number One: Understand exactly how much influence the influencer has.

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5 Questions for Influencers

Mr. Inside Sales

More and more these days, decision makers hid behind their assistants or other influencers. Many sales reps get frustrated by this and often try to get past these very important people, thinking that only the decision maker is worth talking to. Is the influencer going to know any or all of this? Big mistake.

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3 Skills for Influencing the Customer’s Thinking

Sales and Marketing Management

C-Suite decision makers are under pressure to maintain a short-term focus on achieving the next quarter’s business targets. With so many powerful influences weighing on the customer’s psyche, modern professionals need sales training that empowers them to enter the sales dialogue with an equally strong set of influential tools.

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Our Award-Winning Article

Mr. Inside Sales

Then: “And also, I’m not the decision maker on this, I’m just an influencer. Key #2: When he says, “I’m just an influencer—not the decision maker,” I would have again addressed it right then by saying: “Thanks for letting me know. ON DEMAND SALES TRAINING THAT GETS RESULTS! Get Access Today.

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Stop Jumping Through Hoops to Get a Sale

Mr. Inside Sales

And, if they are an influencer collecting information, then: “What is the timeline of the (decision maker) to put something like this to work for them?” And, to qualify the influencer: “How do you get involved in the decision process?” Does the (decision maker) take your suggestions/advice?”

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Why Companies Hate Sales People Who Cold Call

No More Cold Calling

Not to mention that decision makers seldom return voice mail messages. The sales person uses manipulative tactics to make contact with the decision maker. Because of the challenges associated with cold calling many sales people resort to using a variety of tactics to connect with the key decision maker.