According to King of Sales Jeffrey Gitomer, one of the biggest sales barriers is identifying the real decision-maker. Deb Calvert, President of People First Productivity Solutions, agrees. These sales pros share two questions to help find who you should be making your sales pitches to without damaging your potential sale.
“When you talk to customers, what are you fundamentally trying to do?” That is the question SellingPower recommends asking yourself when reflecting on your sales strategy.
Leaders know they are ultimately responsible for decisions made by people in their organizations. But no leader should be involved in every decision that must be made.