from my email:
7 Ways to Stop Chasing Decision Makers by Ari Galper ==============================
You probably know this scenario well: Your main contact at a
company has expressed interest in possibly purchasing your
product or service. You've had the pleasant conversations,
you've heard "Yes, we're definitely interested" and "Yes,
I'm the decision maker," and you're excited about making the
sale happen.
You've put your heart and soul into doing what you're best
at - explaining the benefits of your solution but working
hard not to come across "salesy" or pushy. As far as you're
concerned, you've done everything right. Now you're on the
phone with your contact. You're hoping this will be your
last conversation before they fax the contract through.
Finally you ask, "So, is the agreement ready to be signed?"
There's a silence, and then you hear the disheartening
words: "Oh, I realize that I should really have Mike and
Julie, look at it before I send it over."
Talk about being set up to believe everything was going to
be smooth sailing - now a big wave has overturned the boat
and it's sinking fast! Why didn't he tell you he wasn't the
final decision maker? Why did he lead you on?
Most important, what can you do to stop this from happening
again?
Don't despair! Here are seven ways to end the chasing game
with decision makers.
(To continue reading this article, visit:
http://www.8020salesleader.
==============================
About the Author
==============================
Ari Galper, founder of Unlock The Game®, makes cold calling
painless and simple. Learn his free cold calling secrets
even the sales gurus don't know. To receive your 10 free
audio mini-lessons, visit http://www.unlockthegame.com.
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