Identifying The Decision-Makers For Your Sales Presentations
Know your potential clients before you unleash your sales presentations.
You should know ahead of time who you will be presenting to and what position they hold in their organization.
Your point person should be a decision-maker within his/her organization.
Always try to schedule a meeting with those in charge.
If this is not possible, make your presentation to those in mid-management level positions, keeping in mind that they will be filtering your information before passing it up the ladder. Make sure you prepare them to do so..
Once in a meeting, identify who within the room is the most powerful prospect.
One suggestion to help you identify power players is to check the person at the top of the table.
Also, notice how the people in the room refer to one another. Subordinates tend to use a different language (including body language) when addressing their superiors.
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
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.
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“The 7 Deadly Sins of Selling.”