Sales don’t have to be complicated, but sometimes they are.
As with anything complicated, it’s the people involved that tend to make them so.
To keep your sales moving forward, find out exactly who is involved in the buying decision and their role.
In a more complex sale, you’ll have to sell to several people – or even several teams of people – before a decision is made. The number of people involved in the decision usually correlates directly to the amount of time any sale will take to complete.
The sooner you know who is involved, the sooner you’ll have a chance to understand them, their needs, and the information each person needs to make a decision, one way or the other.
The worst feeling is being surprised after you felt you completed the sale. So ask early – typically in your first or second call – and plan for every person involved your sale.
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