across the world salesmen are finding it
more difficult to get business. It has also
become a bigger challenge to identify the
Normally in buoyant economic conditions
you will find the decisions being made at
lower levels & reverse happens during
identifying the right person, who will give
go ahead for the order is very crucial.
In difficult times the salesman needs to
analyse the actions of the individuals he
comes in contact, during the sales process.
Understanding the actions of these individuals,
will help him to make better decisions on
how to prioritize. It will also help to
make a reasonably confident forecast of
the business expected.
to identify the decision maker, Dear salesman,you
need to ask yourself the following five
Are the individuals involved in the buying
process provide open and honest communication?
2. Do they involve more people(users, others
affected by the purchase decision etc.)?
3. Is decision making process transparent?
4. Will you get access to the decision makers?
5. Can they commit a date (& not
a quarter !) for releasing the order?
you get "NO" to these questions,
buyer is most probably not yet ready to
make the decision. Or its possible you are
meeting wrong people.
It's time to review your strategy. If the
buyer is not committed to the next step
in the buying process, in difficult times
like these, its better to invest your resources