Tag Archives: decision influencers

Finding sales prospects: three basic rules for locating the decision maker who can in fact say yes to what you offer

Finding & getting through to sales prospects New business start-up Opening sales calls Sales tips & techniques -- how to sell Sales training Telephone etiquette & selling skills No Comments

  Finding sales prospects, first basic rule: You can make a sale only if you deal with the person who can say Yes to what you offer.

That’s obvious enough, especially if you’re selling to individuals.

But it’s more difficult if you’re selling to organizations. The selling skills you use in finding prospects within organizations in both the public and private sectors is more complicated, as

Continue reading → Finding sales prospects: three basic rules for locating the decision maker who can in fact say yes to what you offer

Decision influencers: who they are, and how to work with them

Finding & getting through to sales prospects Free sales training articles Sales tips & techniques -- how to sell Sales training No Comments

Decision influencers: who are they, and how can you work effectively with them?

Even if the user, or the person in charge of an area, does not have the level of Authority, Need, and Dollars to be the actual Decision Maker, they may nonetheless be an important "Decision Influencer."


Continue reading → Decision influencers: who they are, and how to work with them