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.