& reaching the right decision maker is always challenging
& critical to winning business in today's economic
climate. As sales professionals, we must change the
way we sell to address the challenges the new buying
is getting harder and harder to find budgets.
* More decision
makers at higher levels are becoming involved in the
* Customers are
getting cautious about the future.
finance is harder to arrange & the risk for a bad
decision is greater, we find decision makers are getting
more caeful before putting their signature on a buy
such a scenario, we would come across 4 types of decision
makers, they are;
Buyers-The people who want to make sure that your
solution meets specifications. Does it comply with the
budget? Will it integrate with the current system? The
most common Technical Buyers are purchasing people.
> User Buyers
-The people who use your product. They can be key influencers
if they think it will greatly enhance their productivity
or if it could really diminish it.
Buyers-They can say yes; they can get the budget
and they can make the deal happen. They will certainly
rely on the users and the technical buyers to help them
make a good decision.
are key to a successful opportunity. These are the people
within the organization who have credibility and want
to help you win; they believe in you and your solution.
skill is to bring all of these people together so they
have a few common themes they can all relate to. You
know you've accomplished this when they can talk about
your company and speak with clarity about what your
company can do for them.
other key is to make sure you gain access to the Economic
Buyer and you don't waste a lot of time with people
who can't say "Yes." But you still need to
remember, talk to all of the different influencers to
make sure you are covering all the possibilities &
you're perceived as an valuable asset-not just another
experience of two decades, read
"How we help
our clients" to improve business.