Who is the decision maker?

This meme is pretty funny, however, it is a reality when people are getting started in a sales role. The salesperson has a tendency of being too nice and "trying hard" to get the sale. Kill them with empathy and hours of chitchat! This all changes once you realise your client's time is just as valuable as yours and doing business in an effective way requires being assertive. For you and your client's sake 😊

What works? 💡

-> If you identified that the person in front of you is NOT the decision maker, collaborate early to understand what it will take to present the solutions you are trying to sell to the main decision maker. This is a great opportunity to sell value

-> It's a big mistake to dismiss a customer when they are not the decision maker. They could be a future lead (if you are in it for the long haul!), or a referral point to people who will actually buy from you. Connections are always welcome.

-> The sooner you find out, the better. That's why qualifying is critical!

Time is the most valuable asset we all have, let's treat it with respect!