You may find yourself getting more frustrated over the fact that you spend a lot of effort in getting your prospect’s commitment to buy, before realizing they are not the decision makers of a company. Now with the realization, it is definitely going to take much longer to get the deal done than you had previously anticipated. Unfortunately, this is a common issue for salespeople and sales representatives. But you can avoid the situation completely. This can be done by researching the business contacts and asking the right questions during the discovery process.
What is A Decision Maker?
During the sales process, the decision maker is an individual who can make the authoritative decision to make a purchase without having to confirm with anyone else. In B2B sales, decision makers are typically in the C-suite and sign the cheques when the sale is made.
How to find decision makers in a company?
Binary Clues have skillfully gathered information on the current topic and states how to identify and connect with decision makers the right way.
1. Make Your Own UVP: UVP or unique value proposition ensures that you are clear on the value your offering provides and so you are ready to have a meaningful conversation with the decision maker when the right time arrives. As you begin identifying whom to contact, then outline the benefits of your product and allow yourself to clearly articulate how your product can be of value.
2. Research About The Company: You should try and learn as much as you can about the company you are about to start business with. Acknowledge yourself with their organization chart to understand how the company is designed. Try to figure out what is happening in their industry as a whole. This will give you the information you need to deliver as a strong pitch.
3. Search for Common Connections: Once you have identified your contacts, look further to see if you have any common connections. These connections are helpful in making referrals or can verify if the person you want to get in touch with is the right decision maker for your overall purposes.
4. Ask Questions: Once you have a contact on the mobile device who can direct you in the right direction, you can now begin asking qualifying questions that eventually lead you to the right decision maker. Use the list of Customized questions to figure out who the ultimate decision maker is, without stepping on any toes.
5. Look for an associated Gatekeeper: A gatekeeper is referred to as an executive assistant or associate who is in direct connection with the decision maker. In many conditions, it is impossible to connect with the Australia decision maker without connecting with the gatekeeper. This is a valuable step as gatekeepers are often a valued partner to the decision maker.
Conclusion:
The sooner you can connect with the Australia decision makers, the better it is for your business. Through this blog, binary Clues have briefly mentioned about the subtleties of how to identify decision makers in a prospective company and how this process is no longer as simple as finding new opportunities.