Who Makes the Decision?
Many sales people fall into bidding wars with competition because they don’t know enough about the prospect. And even though I typically land good meetings with decisionmakers, I find it harder today, too. The darker side of technology allows anyone to jump on the Internet, do a Google search, find out what they want to know on any product or service. Suddenly, everyone is an expert. Why take the time to meet you? If you don’t take your time to understand the client’s buying process – who and how he/she makes decisions – and build a strategy to position yourself ahead of your competition, then you’re relegated to no man’s land on the Net. Adapt a marketing and selling process to connect with prospects well before decisions take shape.