In sales, it is important not only how the manager can convey the value of the product, but also to whom he talks about this product. There are people who can make a decision about a deal or a purchase, and if the manager communicates with them, it is good. But there are people who do not influence the deal in any way and a conversation with them will not lead to a sale.
This rule works equally for both B2B and B2C segments. Therefore, in order to sell any products, goods or materials, it is important to know where to look and how to work with decision makers.
In this article, we will tell you who else influences the deal besides the decision maker, where to look for these people, how to communicate with them and work with their objections.
What is a decision maker in sales
LPR — decision maker. This is a representative of the job function email list company who decides whether to buy the offered products or services for the business, to purchase goods or materials from a specific supplier.
Let’s say Oleg is a manager and sells a CRM system. His task is to independently search for companies that are interested in the product. He finds the website of a large online school and clicks the “Write to the manager” button. Oleg writes to the manager, but receives no response.
The point is that the manager does not make the key best practices for optimizing image compression decision on this issue. He is the same salesman as Oleg. To interest the online school in the CRM system, you need to contact the head of the sales department. He is the one who makes the decisions.
Next time Oleg finds a small furniture workshop
This time he needs the contact of the business owner, since america email list he is the one who decides in the company whether it makes sense to implement CRM. The workshop has a manager, two craftsmen and the owner himself. It is the owner who most often makes decisions in a small company or individual entrepreneur.