logo for sellingandpersuasiontechniques.com
Home
Professional Selling
Communication
Sales Rapport
Sales Objections
Free Articles
Influence
Book Reviews
Sales Coaching
Blog
Free Sales Book
Sales 2020
Subscribe to eZine
Twitter
Persuasion Words
Sales Questions
Power Words
Selling Techniques
Selling System
Nonverbals
Telesales
Sales Assessment
Survey
About Me
ASK

[?] Subscribe To This Site

XML RSS
Add to Google
Add to My Yahoo!
Add to My MSN
Subscribe with Bloglines

Decision Maker Clueless

by Regional Sales Manager

The so - called decision maker doesnt even know whats happening to the product/service / solution and finally the sale.

Comment

Without more detail I guessing your sale is being delayed because the guy holding the chequebook doesn't know what is going on.

That's where it's important to know many people within an organisation. It was something my colleagues and i practiced at my previous company. We knew many people at out major customers so we could keep up-to-date with developments and use our contacts internally to get things moving.

This is the sort of think that Sharon Drew Morgen writes about in Buying Facilitation and her new book "Dirty Little Secrets". It's not just about the sale it's about the organisation and the structure that exists within it and all the people that get involved in a decision for change.

So, all I can suggest is that you spread your net wide within the prospect company and look for the movers and shaker and potential allies.

Greg

Click here to post comments.

Join in and write your own page! It's easy to do. How?
Simply click here to return to Pesky Sales Objections
.


Testimonials

The info is very helpful and productive... Gurbir Singh

Suggest changes or improvements here:: no need to, bloody fab... Simon

Thanks for your effort. Please add link with more details to go in deep detail when the sales man need it... Mohammed

I will be purchasing the ebook very soon, great site, thanks!... Erika

I am based in Ireland and am very impressed with all the material I have read... Kevin

It has been informative and useful to me. I think changes would be diluting it... Putco

It would be great if we could get some demo videos or case study or some examples where the process of SPIN selling is used... Seimaa

Very grateful to your valuable articles in your website and I've learned a lot... Janey

No improvements needed for me, it was clear, concise, I loved it... Martine

More real life examples and scenarios needed... Jidesh

Good work mate!... Tarun

Excellent there is no need of improvement... Nishart

Hi Greg,

I am forever grateful for your mission of helping salespeople around the globe to raise the bar of service in this profession through your free articles and sharing of experiences even offering to sales coach.

My perspective about selling raised to a new level since reading some of the articles yesterday... Marcelino

I found that this information is very powerful... Julia

Thank you so very much for your site, you helped me a lot and I hope that you will keep on helping us... Nasser al-Baidhani