Comments on: Are You Too Focused On The Decision Maker? http://www.salesteamtools.com/2008/03/12/are-you-too-focused-on-the-decision-maker/ sales 2.0 tools to help you sell more Fri, 16 May 2008 03:21:35 +0000 http://wordpress.org/?v=2.5 By: Jan Visser http://www.salesteamtools.com/2008/03/12/are-you-too-focused-on-the-decision-maker/#comment-20878 Jan Visser Wed, 16 Apr 2008 22:08:32 +0000 http://www.salesteamtools.com/2008/03/12/are-you-too-focused-on-the-decision-maker/#comment-20878 I think the general idea is to focus on the "decision making process" - not on the "decision maker". If you ask clients to recall "the last time they made an acquisition for a product or service similar to yours" and describe the acquisition process and the people involved, you'll get a good idea of who not to tick off ;) I think the general idea is to focus on the “decision making process” - not on the “decision maker”. If you ask clients to recall “the last time they made an acquisition for a product or service similar to yours” and describe the acquisition process and the people involved, you’ll get a good idea of who not to tick off ;)

]]> By: Peter http://www.salesteamtools.com/2008/03/12/are-you-too-focused-on-the-decision-maker/#comment-20872 Peter Tue, 15 Apr 2008 10:57:21 +0000 http://www.salesteamtools.com/2008/03/12/are-you-too-focused-on-the-decision-maker/#comment-20872 What you described happens all too often. Great Gatekeepers are, above all else, human. They don't like tactics to get around them. When we train people we train them to firstly interacty with the Gatekeeper as a human being and to treat them as a decision maker. To many people this is a startling piece of news. What you described happens all too often. Great Gatekeepers are, above all else, human. They don’t like tactics to get around them.

When we train people we train them to firstly interacty with the Gatekeeper as a human being and to treat them as a decision maker. To many people this is a startling piece of news.

]]> By: Craig Klein http://www.salesteamtools.com/2008/03/12/are-you-too-focused-on-the-decision-maker/#comment-20606 Craig Klein Thu, 13 Mar 2008 03:01:12 +0000 http://www.salesteamtools.com/2008/03/12/are-you-too-focused-on-the-decision-maker/#comment-20606 Great article Kevin! Its a good thing to keep in mind. You never ignore the team members. A smart decision maker will always listen to their advice. Just as you wouldn't ignore the boss and focus soley on his wife at a cocktail party, you should spread your attention around liberally, as long as there's a chance they'll be a place for you at the dinner table. Great article Kevin!

Its a good thing to keep in mind. You never ignore the team members. A smart decision maker will always listen to their advice.

Just as you wouldn’t ignore the boss and focus soley on his wife at a cocktail party, you should spread your attention around liberally, as long as there’s a chance they’ll be a place for you at the dinner table.

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