The best way to find out which partner in a Husband and Wife partnership is the decision maker is as follows:
Find out whose judgment counts? Is it the wife, the husband, or both?
Find out who will use the product more? The wife, husband, or both.
Find out who has the most say? Wife, husband, or both?
One of the quickest and surest ways is to simply ask the receptionist “which is the buying partner?”
In small partnerships' such as this she will more than likely know and be accurate.
If she hesitates simply say that you want to know so you get the right person and do not waste the other persons' time. This will usually get you the decision maker.
Small businesses such as this should not be under estimated or overlooked, since they can lead to very surprising sales. Sometimes appearances can be deceiving. Finding out the information quickly does not take a lot of time and can yield dividends.
When you encounter small partnerships ask direct and pointed questions. This way you do not have to waste a lot of time, and you will get the information needed and not offend anyone. This may turn out to be a beneficial call.
The key here is the receptionist. Handle her correctly and you will get the information needed and be in a position to make a qualified judgment. Do not underestimate an account by its' appearance.
Thank you
Joe D'Ambra
www.basicsofsales.com
Sales blogs offering sales tips.
Please click the free preview on www.basicsofsales.com and see how you can make more money by selling "The Joe D'Ambra Way."
XML Feeds
Recent comments