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Connecting with decision makers

May 26, 2014
How are you getting access to decision makers to sell your product or service?

Is it taking you a long time to meet with someone who can give you a purchase order?

Have you spent countless hours talking with people who have no authority to buy from you?

Gaining access to decision makers quickly is an important component to not only winning more business, but also getting business quicker.

Depending on your customer profile, you may have immediate access to decision makers.

For example, if you are selling to consumers who visit your place of business, you literally are talking with the buyer.

That's the easiest access you'll get.

However, if you're selling in a business-to-business environment, you'll often have to navigate from lower positions in the organization until you reach someone who can make a decision.

A study conducted by the University of North Carolina Kenan-Flagler Business School concluded that the easiest way to gain access to decision makers is to have someone who reports to them bring you there.

In other words, if you can convince a direct report of a decision maker that it's in their best interest to introduce you to their boss, you'll be quickly talking to a decision maker.

When plotting your course to gain access to decision makers, study the company's organization chart.

It's far easier to gain access to lower level resources, show them what value you'll provide and have them take you to the decision maker.

And when you're talking to the decision maker, you'll be getting more business.

BUS 05-28-14

Dick Jones is the Founder & President of Jones Simply Sales in Alpharetta, Ga. As a 4th generation sales professional, he has over 30 years of experience advising, coaching, consulting and working with small business owners. Office: 770-663-4681, web:
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