Who’s the decision maker? A great thing to know in sales, but the wrong question to ask.
Most business decisions are NOT made in a vacuum with one person, in their spacesuit, acting independently of what is going on in their company.
Instead, people talk about best practices – vendor choice – product or service needs – etc.
You can start learning by asking about “how are decisions like this typically made?”
Or “the last time you did (insert project that uses what you sell here) what did it look like?”
Maybe even “what will need to happen for this to be implemented successfully?”
Perhaps “who on your team will be working with you on this?”
The key is to understand their process, meet all the people involved, and build relationships each of them.
Effective Communication – it’s your responsibility.
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