Sometimes more than one person has a hand in decision making. It can be difficult finding the key person whose decision to buy counts the most.
Try determining the key prospect by thinking about the product you are selling. If it is very expensive the prime prospect making the decision will most likely be an individual located in the hierarchy of the company or someone in charge of operations or the like.
If it is a new gadget or or widget it will probably be tied to the opinion of an important worker or foreman that counts. Do not forget plant managers, heads of departments, (maintenance etc.) engineers, and of course purchasing agents. You have to determine which one influences the purchase most.
A- Determine who is the head of the department that will use it the most.
B- Is the company concerned with quality or, is price the main concern? (Never underestimate this and make sure it is not overlooked.)
C- How many departments will be using the product?
D- The people you are dealing with, do they just have a title, or do they carry real authority? Weigh this carefully.
This may be a bit difficult but worth it, try to get an organizational chart of the company if possible.
Success in many instances may need to be bolstered by other things outside the norm of selling. Always keep an open mind and think outside the box.
Thank you
Joe D'Ambra
www.basicsofsales.com
Sales blogs offering sales tips
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