Reaching Beyond the Decision Maker

One of the most important aspects of sales is knowing how to reach the decision maker. However, Amanda and Ashlee explore the importance of expanding your understanding of who exactly that is.

“The average sale has at least six decision makers involved,” Amanda. “Which means you’re usually selling to someone who has to then go and sell to other people in their organization.”

Some examples of these situations include non-profit organizations who have to report to boards of directors for approval and funding and education products that might need buy-in from teachers, administrators and school districts alike. 

In this episode, Amanda discusses a few ways you can ensure you’re speaking to all the decision makers associated with your deal so you have a better chance of closing the sale.

• Prove your product’s value and how it will help the organization as a whole.
• Deliver information in a way that’s easy to pass on to others, such as a one-pager or demo video.
• Use 1:1 videos to explain products, proposals, contracts or answer specific questions.

To learn more, hit play on the podcast!