Dealing with Decision Makers. Barking up the right tree. Just because you have a DM’s attention, it doesn’t mean you have the right ones attention. Too many times salepeople are the eternal optimists’ and are not truthful withthemselves when it comes to climbing the ladder and addressing the “right” DM or “group” of DM’s. Having a solid idea, product or service is only a step in the process. Your audience must have influence in the financial aspect of the pitch, or you might be attending multiple meetings to attain the same result. It is crucial to make sure when you are at this level that your pitch and your understanding of how you want to approach the potential sale is razor sharp. Know your content backwards and forwards, know it cold. DM’s are busy people, in meetings all day, people needing answers, with tons of pressure and limited time. Make sure you don’t waste it being underprepared.
Dealing with Decision Makers. Barking up the right tree. Part IV
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