You should never, ever ask a prospect in sales this question: “Are you the decision maker?” Why? Every
sales class, book, or sales manager you have connected with tells you that you
must be in front of decision makers in sales. This is accurate, and at the same
time the way you make the determination is crucial. It takes grace, style and
diplomacy to do it correctly.
- People (including prospects & customers) have a way of thinking.
- People want a good outlook and a higher self worth.
- People will do whatever it takes to achieve recognition.
When you ask someone if they are the decision maker and they are
not the tendency to distort the truth exists.
The desire to increase one’s self worth comes out in some people. This is accelerated when they are asked if
they are the decision maker and they are not.
It is as if you are asking them to lie.
People say “yes” to that
question for that split second of a good feeling. It’s human nature. You can’t
clash over this - so don’t try to.
A diplomatic way to determine and involve the right decision
makers is to share the following:
“In
this age of conscious decision making many of my clients like to engage other
people in their organization in the important choices that the company
makes. Given your style of leadership,
other than yourself who would you include in your decision making process?”
One way to lengthen your sales cycle is to spend all of your
time with people that cannot tell you yes. Often these people can tell you “no,” but they can’t tell you “yes.” Your job is to get in front of decision makers
that can tell you, yes or no. If all of your sales appointments and
conversations are with Jamie, the clerk, you will end up in a tough spot. The problem is, James will talk to you. James has time for you. James is nice. James likes you. Warning signs!
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