A sales talk on finding the right decision maker for your pitch. The speaker breaks down who actually controls purchasing decisions at companies, from CFOs to accountants to business partners, based on real sales experience.
A sales talk on finding the right decision maker for your pitch. The speaker breaks down who actually controls purchasing decisions at companies, from CFOs to accountants to business partners, based on real sales experience.
Identify whoever the decision maker is asking, are you the decision maker? It works, but it's a really like, makes me want to, like, wash my hands after I say that. So I usually ask if you have some employees, a business partner, how do things look from an accounting side? And so I want to find out, do they have CFO or an accountant or controller who's going to make decisions, or who's going to derail this process, or if they have a business partner or a spouse they're going to want to talk to, or whatever. I will tell you, from my experience, I have never sold someone on the first call who did not have the other decision maker. There.
