Sales Tip of the Week

You are fully engaged in a sales opportunity and have great traction with your key contact.  But is your contact really the one making the ultimate decision to buy your product?  This is a big overlook that many salespeople make.  They don’t truly understand that someone else (probably higher up) is going to make the final decision.  As a top-notch seller, you have to understand who makes the final decision.  So ask your key contact this question and find out before its too late ( you are in for a surprise if you don’t).  

And another tip: get a good sense on how much influence your contact has on the decision.  Are they just collecting information? Have you asked them if they prefer your product over others?  Have you asked them how and who the decision will be made with?  Are they wishy-washy with their responses or are they definite? These are all key questions to be asking!

Happy Selling!

-Patrick