Are you meeting with people who can’t make a decision to buy your products or services? Do you have trouble gaining access to key decision-makers? Getting access to decision-makers is critical to making a sale, and understanding how to do that is a key to success.

Decision makers are typically senior management or leaders in their company or organization, and they employ a wide variety of methods to screen and block sales professionals from getting on their calendar. Making a cold call to a decision-maker typically ends in failure. 

The number one way to gain access to decision-makers is to have someone in their organization recommend that they meet with you. In fact, 84 percent of senior executives will usually commit to a meeting if someone in their organization recommends it.

This requires you to build relationships lower in the organization and also create a strong value proposition that motivates the lower level resources to introduce you to decision-makers in their company.  

Most senior executives get involved with key purchases very early in the decision-making cycle.  However, they are less involved during evaluations of potential solutions. For every sales opportunity, you need to have access to the decision-makers to win. Making sure that your sales strategy includes a plan on how you are going to connect with decision makers will help you win more business.

Recommended for you

(0) comments

Welcome to the discussion.

Keep it Clean. Please avoid obscene, vulgar, lewd, racist or sexually-oriented language.
Don't Threaten. Threats of harming another person will not be tolerated.
Be Truthful. Don't knowingly lie about anyone or anything.
Be Nice. No racism, sexism or any sort of -ism that is degrading to another person.
Be Proactive. Use the 'Report' link on each comment to let us know of abusive posts.
Share with Us. We'd love to hear eyewitness accounts, the history behind an article.