National Sales Center

Get Through To The Decision Maker And Get More Sales.

Two things I’m sure we can agree on. First, it’s not easy to get through to the decision maker. Second, our success depends on getting through to the decision maker. Here is some advice that will help you get through to the decision maker so that you can start selling to the only person that can say ‘Yes”.

I’ll show you what to say if you are trying to get past the Decision Maker’s administrative assistant. I’ll also show you what to say if you fortunate to contact the Decision Maker directly so that you’ll be sure to be granted an appointment. The focus is on cold calling techniques. If you expect to close more sales you must pay attention to your selling skills.

Never accept “No” from a person that can’t say, “Yes”. Who even has the time to work with someone that can’t say, “Yes”? Such activity may look good on an activity report but the truth will show up on the Ranking Report. It is of paramount importance that salespeople get through to the Decision Maker.

First, let’s forget all those gimmicks you may have heard or read about. They simply don’t work and the top sales pros don’t use gimmicks. Besides, those gimmicks only insult the Decision Maker’s admin staff.

Get Through To The Decision Maker (Direct Contact)

You need the right message to get through to the Decision Maker. Too many sales reps say they are calling to introduce their new product, technology, prices or feature. None of those things represent a compelling reason for a Decision Maker to meet with you.

Decision Makers are busy and not interested in learning about a new technology. If you want to get through to the Decision Maker, you have to think like a Decision Maker. You need to understand all that is on their mind,

• Increased Productivity
• Reduced Costs
• Competitive Advantage
• Reduction In Downtime

And so on,.

Now, it’s not enough to tell a Decision Maker that you would like to talk with them about the above mentioned issues. You need to do better if you want to get through to the Decision Maker. Your message must efficiently and effectively demonstrate that you can deliver. That kind of message transforms you into a consultant. Decision Makers have little time for sales reps but plenty of time for consultants.

So how to we craft this compelling message? I call it “I did it for them and perhaps I can do it for you”. Let’s make this message “real world” because that’s the only sales training you’ll ever get from me.

I’ll never call a Vice President of Sales and ask for a meeting to discuss sales training. I’ll never mention my new prices or my new sales training videos. Who cares about that stuff? That’s no way to get through to a Decision Maker.

Instead, I’ll call a VP of Sales and tell them,

“I’ve increased sales at the ABC Company by 30% in just three months. Perhaps I can do the same for you. If you’re interested in discovering how we did it, let’s get together Monday unless another day is better for you. I’ll also bring documentation to support that 30% increase.”

What Sales VP isn’t interested in a 30% increase in sales? Some well intentioned critics have told me that “Perhaps I can do the same for you?” is too weak. I remind them of the importance of being viewed as a consultant. How can I assume I can do the same for them without ever meeting them? Consultants never get paid to assume.

It goes without saying that you better be able to verify the results you are claiming. Always, under promise and over deliver.

Admin Blocking You From Getting Through To The Decision Maker

What do you do if the admin assistant is blocking you from getting through to the Decision Maker? You deliver the same message to the admin assistant. Decision Makers hold their admin assistant as trusted advisors. In turn, the admin assistant wants to insure the Decision Maker is making good use of their time. Treat the admin assistant the same as you would treat the Decision Maker.  Sell the admin assistant and they will in turn sell the Decision Maker to meet with you. If necessary, book an appointment with the admin assistant to explain how the Decision Maker will benefit from meeting with you.

VM Blocking You From Getting Through To The Decision Maker

What happens when Voice Mail is preventing you from getting through to the decision maker? Leave the same compelling “I did it for them” message. Show your professionalism by leaving the date and time you’ll call back. Also leave your return number because that compelling message may be one the Decision Maker can’t resist.

You see, professional selling is not about gimmicks. Professional selling is about sales skills and sales strategies.
A few words here and there could make a big difference in your sales prospecting efforts. The only way to improve in sales is by getting your hands on some solid sales training.

I hope you now know more on how to get through to the Decision Maker.

To your sales success!

Nick Moreno, Sales Trainer

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Tags: Sales Prospecting