Getting to the Real Decision Maker

Guest post by: John Brennan
Become an Author

Free PDF Download
Adapting to Technology and the Internet - By John Brennan

The number of sales you make will be in direct proportion to the number of actual decision-makers you sit in front of. The problem with most salespeople is that they are sitting in front of someone who has to ask someone else if they can buy it or not.
Prospect: "I need only one more approval and the order is yours"
Sales Rep: "Great, when do we all meet?"
Prospect: "I think its best that I handle this alone".
Sales Rep: "Mr. Prospect, if it were just you, and you didn't need to confer with anyone else, would you buy?" (The prospect will almost always say yes).
Sales Rep: "Does that mean you'll recommend our solution to the others?"
Prospect: "You are my number one choice but you understand that I have to run it by a few people"
Sales Rep "I'm an expert at (what you do), and Mr. Prospect, you're an expert at (what his company does). As you discuss our solution, questions about productivity and profitability will arise. I'm sure you agree that the right information needs to be presented so that the most intelligent decision can be made, true?" (Get commitment.)
"And questions might arise about our service. I'd like to be there to answer questions about my expertise so you can make a decision that's in the best interest of your business."
Prospect: "OK."
Sales Rep: "Tell me a little bit about the others."
Get the personality traits of the other deciders, as well as their business needs and interests. When you get in front of the decision influencers, as a group or as individuals, make your entire presentation again.
Of course you can avoid these last minute objection by qualifying the decision-maker at the beginning of your presentation. Try:
"Is there anyone else you work with /consult with/ run things by/ on decisions/situations like this?"
Probe the prospect's answer.
Sales Rep: "Ms. Prospect, how will this decision be made?" The prospect will give you an answer. Then you follow up with,
"Then what?"
The prospect will begin to give you the saga about how the decision is really made. You ask, "Then what?" five times and you'll get the real decision-making process.
The number of sales you make will be in direct proportion to the number of actual decision-makers you sit in front of. The problem with most salespeople is that they are sitting in front of someone who has to ask someone else if they can buy it or not.

Are They the “Real” Decision Maker?

Know the difference between buyers and decision makers

Getting past the Gate Keeper

Prospecting Tips

The 5 Elements of a Qualified Lead

“Keys to Getting Past The Gate-Keeper In Business”

Heading Them Off at the Pass

The Biggest Mistake In Selling!

Objection: I want to make sure the team is comfortable with this decision.

DECISION MAKERS VS. INFLUENCERS

Do Your Proposals Sell?

Sales Prospecting - Know the Color of Their Underwear!

Increase B2B Sales by Managing Your Prospecting and Sales Ratios

Go E#$% yourself!

Is Your E-Rep Any Good?

Sales Coaching Tip: Do Not Confuse Activity with Sales Results

Attributes of a Well-Qualified Lead

Identify the Key Decision Makers

8 Ps of Hardcodre Selling

Sales Objection: “I want to make sure the team is comfortable with this decision.”

Home > Sales > John Brennan > Getting to the Real Decision Maker > Google +

Free PDF Download
Adapting to Technology and the Internet - By John Brennan

About the Author: John Brennan

RSS for John's articles - Visit John's website
John Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses.
Click here to visit John's website.

More from John Brennan
Webinar Plan
Measure Customer Loyalty
Internet Marketing Campaigns
Campaigns to Customers

Share this article. Fund someone's dream.

Share this post and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Getting to the Real Decision Maker

Related Articles

Related Forum Posts

Share this article. Fund someone's dream.


Name:
Email: