Getting to the Real Decision Maker
Getting to the Real Decision Maker
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.
Getting to the Real Decision Maker - To learn more about this author, visit John Brennan's Website.
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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.
Getting to the Real Decision Maker - To learn more about this author, visit John Brennan's Website.
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David BarrDavid Barr is the President of Venture Opportunities, Inc. David has been a professional business broker/intermediary since 1980 focusing on General Business Brokerage and Mergers and Acquisitions representing client transaction value from $400,000 to $20,000,000. Mr. Barr has handled the sale of over four hundred and fifty companies. David earned a university degree from the State University of New York majoring in economics and business. David holds the Mergers and Acquisition Master Intermediary and the Certified Business Intermediary designations from the International Business Brokers Association. He is also a Senior Business Analyst and a Texas licensed Real Estate Agent. For more information about David and Venture Opportunities, visit www.bizdealmaker.com. - Visit David Barr's Website |
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Staging DivaDebra Gould, aka The Staging Diva®, is President of Six Elements Inc., an internationally recognized home staging company. Inspired by many requests from aspiring home stagers wanting to start similar businesses, Gould created the Staging Diva Home Staging Business Training Program. Gould has trained over 1000 Staging Diva Graduates worldwide to start staging businesses. Buying decorating and selling six of her own homes in four years lead to an interest in real estate staging which she turned into a career with the launch of sixelements.com in 2002. Since then she has staged hundreds of homes in addition to teaching home staging training. Gould is the author of several home staging resources including a series of popular ebooks made up of a Design Guide, Color Guide and Portfolio Guide. For more information about Debra Gould visit stagingdiva.com. - Visit Staging Diva's Website |
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Jay Kubassek(Jay's Full Bio: EvanCarmichael.com/jaykubassek) In five years, Canadian-born entrepreneur Jay Kubassek went from selling mufflers at a Midas franchise to revolutionizing Internet marketing with the 2004 launch of CarbonCopyPRO, a online marketing education company, now worth over $20 million with customers in over 160 countries.
As an independent film producer, his upstart film fund Aliquot Films is currently producing a films with Spike Lee and Abel Fererra (starring Ethan Hawke and Dennis Hopper.)
Jay's entrepreneurial spirit is irrepressible. He’s the owner of five companies, a professional speaker and trainer, international real estate developer/investor, extreme sport enthusiast and emerging philanthropist. Jay resides in NYC with his wife Jamie, son Milo and dog Cooper. Visit Jay's official website: www.JayKubassek.com - Visit Jay Kubassek's Website |
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