Could your choice of decision maker contact be stifling your ability to close a sale?
Not just close a sale, but could they also be increasing your sales cycle time, reducing your profit and increasing the cost of the sale?
I think so…and here’s why sales people should always consider selling at Director level initially, even if the subsequent day to day relationship is maintained with the more junior member of the management team…
Take a piece of paper and draw a line down the centre. Head up one column with the job title of the typical decision maker you speak to, head up the other column with the Director job title.
In both columns, list all the issues that each of the individuals will face, that your product or service could assist with.
Now you know why the Director should always be your first hit…and if you don’t then maybe we should have a chat.
Carol Griffiths – Principal and Lead Consultant
0779 002 1885