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Findout who is the user , Influencer and decision maker. We need to provide the right information to the right peopole.
Finding out decision maker in company like purchase Manager,
I will reframe your question as per my nuderstanding - "While giving sales pitch to various stake holders in a client company, how to know who is the right person to close the deal?"
Now, answering your this query. Identification of the right person is not very difficult.
a) In a SME - You will observe that most of the final decisions are taken by the business owners. You might have 1 or 2 maximum other stakeholders of the client company to impress but the final decision and the price negotiation will always be by the business owner.
b) In a Corporate client - The final decision maker is going to be a person with designations of the like - VP, Director of the respective field if the cost of your offering is not more than a rough estimate of $100,000. If your offerings are more costly then the decision makers are usually the C level executives. You need to understand that your product / service offering lies under which vertical and respectively the vertical heal will be the decision maker. Also the various stakehlders you meet are source of rich information and the painpoints of the organization. Hence building good relations with these stakeholders is of utmost importance for a successful sale.
The sales cycle in a Corporate is very different than that in a SME. In a Corporate sale, you need to find the gatekeeper and cross various herarchies of stakeholder to meet the actual decision maker. In SME sale, meeting the decision maker is comparatively very simple.
Hope this answers your query well.
You will know by their services who is more professional, more knowledgable and more important thing is who is giving more professional customer service.
one who is good for organizations benefit. he should be honest and sincere with organization.
person whose deal is more beneficial for organization.
