One of the things I get asked the most in my sales training is how to gain access to “the real” decision-makers.
You’re probably thinking, but don’t I have access to the real one?
When we often work with a company to develop and present a proposal, we are “kicked” to a middle-man, with the excuse that he is the one in charge of the project.
We do all the work with him, create the project, and present the proposal; he loves our work.
His job is to present and defend our work to the real decision-maker, who has not shown up so far.
The problem is that many times we are faced with a “Yes Man” who, when he goes to present the proposal to the real decision-maker, and … [ Read the rest » ] “Do you know how to reach real decision-makers?”