STOP asking salespeople about “the decision maker”

People have been banding about 5.4 people as the number it takes to make a business decision.

dreamstimefree_53799Instead of looking for the ace, you need to begin to build the best hand.

Which got me thinking WHY do I still hear sales leaders asking salespeople about “the decision maker”

> did you talk with the decision maker?
> who will make the final decision on this?
> did you meet the guy who will sign off on this?

If you want the people on your team to change their paradigm you’d better change your questions!

> who is involved in making the decision?
> what has to happen in their organization to make a change?
> what does each person in the process need to say yes?

Which doesn’t mean you don’t want the ace high, yet that single card alone will not win the hand if anyone else has one pair.

After all in poker the more cards you can align, the better off you are.

Sales has become like poker in that way; a royal flush with all the executives agreeing will beat anything. While you can still win a deal with a less than that, as long as your hand is better than everyone else playing.

photo courtesy of © Dana Rothstein | Dreamstime Stock Photos

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