Ever gotten to the end of your sales presentation and heard: “Well, I gotta run this by the boss?” Do you qualify the buyer by finding out who and how decisions are made? Are you comfortable asking to be introduced to the decision maker?
Find The Decision Maker
My mentor Jim Wilson offers this advice:
Whether you are in a living room setting or selling to a Fortune 100 company, it is imperative that you understand the decision-making process completely before you make your presentation. Can you answer these questions?
- Who is involved in the decision-making process?
- Exactly what is the process?
- What is the time frame?
- Once they hear your presentation, are they committed to either a “Yes” or a “No”?