Sales tip No. 23 - Winning over the decision influencersAugust 16, 2013
Getting the "Go To" people on your side
When the decision maker does not understand something they are buying who do they ask? Their "Go To" people - the decision influencers. Typically we do not spend enough time seeking out these particular decision influencers, we are too busy trying to sell the decision maker something he or she does not understand!
We need to spend more time finding the "Go To" people and then getting them on our side. Ronald Reagan once [allegedly] said "there is no limit to how successful you can be if you are prepared to let someone else take the credit".
You need to find the "Go To" people who can take the credit for finding your solution and the business benefits you deliver. They get kudos from taking it to the decision maker, you get the order