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Get to the Decision Maker for Sales Maximization

In order to drive sales maximization, it is critical to get to the ultimate decision maker. And in order to get to the decision maker, you first must identify how much power the prospects you are talking to have. This can sometimes seem like a touchy subject to talk about but there are two very easy ways to find out how much power your prospects have and who the ultimate decision maker is.

1. Find out the Prospect’s Role

When talking with prospects, it can easily be the case that you have no idea how high up they are in the organization and do not know if they are the owner, a manager, or if they are a frontline team member.

When this is the case, if you directly the prospect if they are the ultimate decision maker, you may come off as too aggressive and could make the prospect more guarded. And if you just assume that they are at a certain level, you could stand to waste your valuable time talking to a prospect that has no decision making authority.

One very diplomatic way to establish clarity here and drive sales maximization is to simply ask the prospect what role they have in the organization. Asking the following question with a tonality of curiosity, will typically get the prospect talking and give you some valuable organizational information.

“Oh I see. By the way, what is your role in the organization?”


By inquiring in this manner, if you are talking to the owner or a senior executive, they will not feel like you are about to start selling to them. And if you are talking to someone that is at a lower level, this question will not make them feel self-conscious about their level and place in the organization.

2. Map out the Decision Making Process

Another way to find out if the prospect you are talking to has any decision making authority without directly asking them is to inquire about the decision making process. This type of question can reveal very valuable organizational information and can help with sales maximization.

The key thing you want to uncover is whether or not the person you are talking to can make the final decision regarding the approval of the purchase of your products and services.  Below is one way to phrase this type of inquiry.

“Can you help me to understand what the decision making process is on your side?”

Once that is asked, you can then work with the prospect to map out each step of the process and this will tell you a lot about how much power the person you are talking to has and it may also help to uncover who the ultimate decision maker is.

When going through this, you will want to go all the way to the point where the purchase or contract is signed. The prospect may say that one person is the decision maker, but that could be someone different than the person who actually signs off on the purchase. This is important information to uncover as the person who actually signs the agreement is also a key decision maker that we need to get to for sales maximization.
Launch Pad Solutions provides a sales script solution helping sales pros to achieve sales maximization.


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This article was published on Friday 24 August, 2012.
Back to main topic: Sales Prospecting
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Improve Over the Phone Sales
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