Working with decision making units
More often than not, decisions to sponsor are taken by more than one individual.
They come about as a result of discussions among a variety of influencers and decision makers, usually in both sales and marketing teams. Failing to understand the decision making process is one of the most frequent reasons for losing sales. Don’t make this mistake – uncover the needs of the decision making unit and reflect them in your communications and proposals
Always try to speak with as many of the decision makers as you can…
Explain the importance of understanding their additional needs so you can put forward a suitable and complete solution. Get details of the other stakeholders and their roles and responsibilities. Always try to contact them and assess their needs and objectives before sending out any form of proposal – that way your proposition has the highest chance of success!
If you can’t speak to the other decision makers, you need to ask about their criteria and needs …
Ask your contact to explain any concerns or risks she may have with the purchase, the procedure or the outcome. Tailor and send your proposal so it covers the key needs of as many of the decision makers as possible.