Only decision-makers can get customers to make decisions

In its simplest form, selling is no more than two people having a conversation in which decisions are made. Decisions to move forward, to buy, not buy and on the part of the salesperson, whether to offer a quote, proposal or demo.

Much is taught in traditional sales training on getting to the right decision-maker, and of course, what you, the salesperson can do to get the prospect to make a decision to say yes. Unfortunately, these sales tactics often fail to take one important consideration into account. It takes two to make a decision. Not…