Mythical Decision-Influencers

We all have such high opinions of ourselves. Yet, many people are decision-influencers in their mind only.

Think about your objective as a sales professional–to make a good, profitable sale…as quickly as possible. The fact is, there are people whose opinions are sought out and you need to build at least a working rapport with, and those who are involved as a courtesy only. Spending too much time with the latter will reduce or kill your chances of meeting your objective. These people are low-ROI impostors.

Be observant. Watch interaction with the final decision-maker. Gauge the rapport people have. Monitor how often they are asked for details and technical specifications, or for their opinion in general. What’s their body language or interpersonal style when around the decision-maker–confident or shy? Hesitant or assertive? Comfortable or distanced?

It’s important that you sort out the low-ROI impostors from the high-ROI influencers as quickly as possible during complex sales to keep you on track and focused on the right people.