Connecting With The Decision Maker

Written by businessideas.info

Sales representatives are faced with rejection the majority of the time, but the reason for this often is not a lack of skill, or even that the company is disinterested in your product. Most of the time, the person one is speaking with simply does not have the authority to take the salesperson up on their offer. This is especially true of medium to large sized businesses, as there is a chain of command leading up to the person who has true authority. Since salespeople often speak with non-decision makers, the only response they will ever get is no. This is because that person cannot say yes; they do not have the authority to. Therefore, they do the only thing they can do, which is reject the proposition.

While you do not want to spend too much time with employees who cannot make the decision to buy what you are selling, you should not blow past them either. Even if they lack strong authority, they probably still hold some kind of influential position, and will probably get the opportunity to offer their opinion on your product or service. By establishing yourself with lower level workers, you increase your chances of succeeding in the end. In addition, the people you initially contact can be great sources of information, and can be very helpful in not only connecting you to the decision maker, but giving you hints as how to win their affection.

Actually getting to the decision maker is not as easy as it sounds. Sometimes they are protected by a barrage of secretaries, or the person you are speaking with may be reluctant to let you through. A key thing to remember, albeit incredibly obvious, is that everyone you talk to is human. They have an ego and want to feel important. If you can make the people you talk to feel powerful, they will be more open to helping you achieve your goals.