Are They the “Real” Decision Maker?
How many times as a sales professional have you worked with an individual on a sales opportunity only to find out that they in fact are not the decision maker when it comes to a given project? How much time have you wasted as a result of this issue? The main problem occurs because in the process of determining the decision making process we are not asking the right question with regard to the decision maker. Our approach in uncovering the decision maker is to ask the question . . . “Are you the decision maker?” The problem with this question is that nearly everyone will respond with a “Yes” to that question. The question we need to be asking is . . . “In addition to yourself, (still want to include them at this point) who has the authority to commit to make a change for your company?” This subtle change in uncovering the decision maker in the organization will save you significant time and heartache in the future if you ask the appropriate question as outlined above. WILLARD’S WISDOM