Include Decision Makers in Your Sales Process

Include decision makers in your sales process

Has this ever happened to you?

You spend hours and hours over a course of weeks (or even months) with a prospect.  This prospect is interested, engages with you, follows your process and always keeps his (or her) appointments.  You know it is just a matter of time before the deal is ‘in the bag’.

Then, as you are coming to the end of the process and everyone is set to sign, your prospect tells you that he is so sorry, but his boss just told him that there is no money in the budget.  Sounding dejected, he says, “I think I’m more disappointed than you are.  We really need this.  My boss just doesn’t understand how important this is.”

Ever been there?  Sure you have.  We all have at some point.  And although your prospect may really be disappointed, my guess is that you have put a lot more time, energy and expectation into making this deal happen than he or she has.  How can you prevent this from happening again?  The obvious answer is to include the decision-maker in

1.  Include the Decision-Maker in Your Process as Early as Possible


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