The Most Critical Piece Of Information A Salesperson Can Own
Here's a simple sales tip that can go long way to closing your next B2B sale – ask how the purchase decision will be made.
It's a common mistake in B2B sales, not understanding who, when or how a purchase decision will be made. I'm not joking. I've seen it countless times. And I'm not talking about entry salespeople; I'm speaking about senior sales execs.
In every purchase, there is a hierarchy of decisions made before a vendor is rejected or accepted. Your sales people should clearly understand how those decisions are made, when, and by whom. If not, you're leaving your sales success to chance.
Once you clearly understand and qualify the purchase decision process, you know how to map your sales activities against it. Your odds of wining increase because you can match your next move to the purchase decision taking place within your prospect's business.
Understanding your prospect's decision making process is the most critical piece of information a salesperson can own.
