Find the Decision Maker

If you're selling saddles make sure you're no talking to the horse! You have just made one of your best sales presentations and when you ask for the order, the prospect says, " I'll have to give all this information to Mr Big, he makes the decision. You have just spent much of your valuable time with the messenger who can't place the order. You now know that when it's presented to Mr Big that it won't have the same impact that you can give it.

Why not find out early in the meeting if the person you're talking to can make a decision. If not, suggest that they bring in Mr Big halfway through if they like your presentation so far. You can then give a short recap of what you've already said and ask for questions right away. Then proceed to close the sale with the person who can really make the purchasing decision. You will also know whom you're talking to and exactly whay their authority is to make a decision. Happy Selling!
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