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Uncover the influencer..... and your sales will soar.
With many sales, it appears there is only one person involved in the decision making process. Yet, more often than not, another person is behind the scenes influencing the decision. When you make your sales call, always assume there is an influencer, and expect to deal with him or her as well as your call contact. To find out who that influencer is, use probing questions with the customer such as: "Who else in your organization is typically involved in decisions such as these?", "When decisions like this have been made in the past, what are some of the things others have said?", and "Where does a decision like this rank in terms of other decisions you typically make?" By finding out the influencer, and including them in the process….. you greatly enhance your potential for a sale. Have Fun, Alan
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