Identify & work the 4 Decision Maker types
Position yourself with decision makers and avoid others.
Decision Maker Types
There are only 4 decision maker types in every sale. The salesperson must search out and find each of these decision maker types and understand which decision maker type has how much influence on the decision itself.
1)Final Decision Maker (also referred to as the Economic Buyer)
2)User Decision Maker (also referred to as the User Buyer)
3)Specifyer (also referred to as the Technical Buyer)
4)Sponsor (also referred to as the Coach)
The people who will use the product or service you're selling.
He/She evaluates the impact of the product on the job to be done.
There are often many of these, and they like ease of use, saving time, and user type benefits.
They are very easy to identify and are easily accessible because they want the product's results.
These people often hold budgets although they don't have authority to release funds.
The people working at the prospect company, who will help us win the sale and provide help with identifying other decision makers, levels of influence of each, etc.
You should always have at least one of these - ideally the Financial Decision Maker, but usually they are the User Buyers because the User Buyers want a product.
This person guides you through your sale and provides advice and feedback.
You must have good credibility with the coach.
The coach has credibility with the prospect decision makers.
The coach wants you to succeed.
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