Dealing with Decision Makers. Be patient. Rome and your solution your presenting, was not built-in a day. So don’t expect a decision to be made in a day. Remember, DM’s are buyers just like us. Selling is hard but so is buying. Actually, it is harder because there’s money on the line, pressure to succeed and let’s not forget about ego’s. Applying the proper pressure and not “annoying” the DM is a balancing act. The only solid advice regarding this is to be honest, don’t pressure the sale with “I need a decision by today” type of talk and set expectations in the forefront of the process, that way you have planted a nice seed with his expectations. Understand, they are ultimately in the driver’s seat, and you need to comply with their process of selection but if managed properly, the DM will respect you and trust you, even if he decides not to purchases from you that day. Many small victories win the big battle, keep that in mind.
Dealing with Decision Makers. Be patient. Part III
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