Decision Makers and Decision Making Processes

Every prospect has one or more decision makers and a decision-making process they use in order to make a purchase. If you do not identify all the decision makers and understand the decision-making process, you cannot effectively navigate it to a successful conclusion. Most stalls and "no's" result from either a missed step in the sales process, or a decision maker unexpectedly popping up at the end of the sales cycle. This module guides you through the strategies and tactics necessary to uncover and navigate the sale in order to yield the best results.

This lesson includes:

  • A description of decision makers, including who they are, what is important to them, how they influence the process and how to sell to them
  • A discussion on the decision-making process, including how to uncover the process and how to successfully navigate through it
  • Tools to help with decision maker identification and decision-making process navigation