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 How to know if this customer has the power to make decisions?
3 марта 2021 08:46
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The difficulty with B2B sales is that the people who talk are not the only ones. Even when selling the company owner, there are still subordinates to sit in the liver, so accidentally the owner excused himself outside the meeting room and never came back. Let your subordinates speak to you instead. I believe that there are many people who have encountered events like this.

And then another challenge with corporate sales is not knowing who is responsible for it or the products and services you sell really match up with that person's position. Especially large corporations, which have many positions, are full of them, ranging from Manager, Senior Manager, Director, VP, SVP, etc. Well, this is a headache now.

So there was a problem for salespeople and consultants like you. Because the person you are talking to is not really a decision maker. Makes you miss a deal unfortunately He realized that another competitor came in, and he was still talking to the right person. So this is what the salesperson can make without even realizing it. Let's see how you know if the person you're talking to is really the right person.

Always evaluate the value of products and services first.

It's a simple way To give you an idea of ​​who to talk to in the right place is by analyzing the products and services you sell.

- Price: if there is an approximate average price 10,000-200,000 baht The party that is most likely to be the most direct is the purchasing department. So the people you should talk to are But if the price is higher than 500,000 baht, the decision-making power must be with the head of the department. To the management If in millions, then you have to use Director level up or ten million hundred million, then have to be CEO level.

- Products and services: If it is a general product such as paper, notebooks, office furniture, etc., starting to talk to the purchasing department is probably the most direct. But there is a condition like office furniture, then you sell executive chairs. The real people are executives. Therefore, the purchasing department may not be the one to make the decision because it has to be given to the management to try first. So you have to meet the commander. Given

- Value: See which department or department in the customer organization is most beneficial, such as selling IT products. The department that should be discussed is the IT department manager level or above. You sell marketing products You have to find a marketing manager. Not the purchasing department, etc.

Check on LinkedIn to see what the people you talk to are empowered and responsible before talking.

It is always an easy and great solution for me. Because the link in allows you to search the names and history of the customer. (Looks like a resume) that they used to work What kind of position What's the responsibility This is very useful, especially for large organizations that may have the same positions but are responsible for different businesses. You can read what they are responsible for, for example, you sell IT products that are secure. So try to enter the position of IT Manager with the name of the big company. You will know that IT has many kinds of responsibilities such as Database, Infrastructure, Security, etc. So you are interested in IT Manager who is primarily looking at Security and doesn't contact other people to talk to the right people and not waste your time.

The appointment time should always be made at the manager level up.

Person level (Manager) is always my starting point. Because they, even if they do not have the power to sign ten million, hundred million, it is true. But they can be “Influencer” that guides you to the real decision maker. (If your work is really interesting) because managers are responsible for finding new projects or projects. That always make the organization better If there are companies from outside to introduce and interesting Until you decide to buy and use it for real and effective use The results here will fall to the manager. They are therefore always willing to listen to something new.

When presenting and found a good signal Also ask the decision-making process.

This is a good moment to check if the person you're talking to has the real power to make decisions. When presenting, look at how they are interested, like asking you questions often. About products and services Want to try it out Or asking about prices, etc. So you can ask questions back that "May I know the decision-making process here?" This is a question for clients to spell out how they have to make decisions and who needs to be more involved than in a conference room. Come and help look at the details here. It means that the real decision-maker is hidden, and how do you get in there?

Ask for an opportunity to meet with the real decision-maker.

When you meet a customer and know that the person you are talking to doesn't have the power to decide. So you need to be honest and use your courage to not break the head or over the head of the person you're talking to by asking for a manager-level opportunity to meet up with executives or business owners in a straightforward manner. By telling them that you can make their job easier by preparing useful information, presentations or product demonstrations, saving time and not wasting your customers time, of course, asking honestly will increase your chances of reaching out to decision makers. The real thing is easier.

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