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How to identify the main-decision makers?

by bsummers
2 replies
I'm interested in different ways of identifying the decision-makers of a prospective customer. It seem that I end up meeting only the gate-keepers who are only focused on blocking my path. How will I know if I'm talking to the real decision-makers?
#decision #identify #maindecision #makers
  • Profile picture of the author Michael Nguyen
    Originally Posted by bsummers View Post

    I'm interested in different ways of identifying the decision-makers of a prospective customer. It seem that I end up meeting only the gate-keepers who are only focused on blocking my path. How will I know if I'm talking to the real decision-makers?
    "I have a correspondence to send to the (purchasing manager|marketing manager|owner of the company). Who is this? Can you tell me the address"

    Then call back whenever. You'll know when you're talking to the real guy, when you start asking the questions, does the umms and arrs etc
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  • Profile picture of the author serryjw
    It depends on the size of the company. The bigger they are, the more decision makers on all levers. Some can even make a decision because they have a budget for 'marketing'. Local ma & pa is always the owner.
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