As you will see in the 7 Deadly Sins of Selling Newsletter - and furthermore in FEAR Selling, qualifying your prospect is key.
Part of the qualification process is making sure who the decision-makers are and what the decision-making process is.
There are several effective ways to ask such questions, but for now, you should know that one of the keys to your success is making sure that the decision-maker is the person you are closing.
Far too often, salespeople with whom we have worked go learn the most effective sales techniques but then they use those sales strategies and tactics on the wrong people.
First, as we've said elsewhere, you want to call into an organization as high up as possible. It might be easier to get an appointment with a lower level person, but usually, it's a waste of time.
Similarly, you can try to close a lower-level person, but typically what happens is that they will have to go and sell you and your product/service internally to their boss. And who know? - their boss might have to sell it even further up the chain-of-command.
Of course, it's unrealistic to think that you should only deal with higher-level people if you're selling into an organization, but remember that your goal is to find the decision-makers before you go through the close.
If you are simply forced to deal with underlings, try to gather as much information as you can about the fears, pains and hopes of their bosses as well as their own concerns.
Take good notes regarding what they see as the issues that you will encounter when you get higher up in the decision-making levels of the organization.
But don't take everything they say as the truth. They might be feeding you information that is important to them but might not be important to their superiors.
So be careful.
This online education module sponsored by the Sales Career Training Institute covers the basics of a wide variety of sales strategies, tactics and techniques.
To find out now about more advanced sales strategies for
closing sales techniques
check out the newly revised version of the book,
FEAR Selling: How You Can Sell More and Sell Faster By Tapping Into Your Prospects’ Deep-Seated Emotional Needs.
To check out excerpts from the introduction of the newly revised version of the book, FEAR Selling: How You Can Sell More and Sell Faster By Tapping Into Your Prospects’ Deep-Seated Emotional Needs, SUBSCRIBE TO THE FREE NEWSLETTER, “The 7 Deadly Sins of Selling.”