Today on The Closers' Inner Circle Podcast, I’m talking with Ben Gay III about something every salesperson needs to understand: who really makes the decision?
The person you’re talking to may have the title, but that doesn’t always mean they have the power. We’ll talk about how to identify the gatekeepers, influencers, champions, and the person who actually has the final say—and how to avoid getting too comfortable with the wrong person.
We’ll also talk about the questions you need to ask to uncover how decisions really get made.
The person you’re talking to may have the title, but that doesn’t always mean they have the power. We’ll talk about how to identify the gatekeepers, influencers, champions, and the person who actually has the final say—and how to avoid getting too comfortable with the wrong person.
We’ll also talk about the questions you need to ask to uncover how decisions really get made.
Show Notes
Finding the Real Decision-Maker — It’s Not Always Who They Say It Is
One of the most expensive mistakes a salesperson can make is assuming that the person sitting across the table is the person who can actually say yes.
Sometimes they are.
Sometimes they aren't.
And sometimes they have influence, but not authority.
The real skill is learning how to identify who actually makes the decision, who influences it, who controls the money, and who can stop it from happening.
Find the Closers Books by Ben Gay III at Ronzone Books on eBay. They arrive with FREE rapid shipping, and are signed and dated by Ben.
SPONSORED BY: This episode of The Closers Inner Circle Podcast is sponsored by my friend and colleague, Cynthia Kay, AKA CK.
CK has more than 35 years of experience in media, communications, and small business leadership. She’s an award-winning business owner, author, and speaker who helps entrepreneurs communicate their message clearly and confidently.
And what we really appreciate about CK is that she understands something we talk about all the time: being great at what you do isn't enough if people don't understand the value you bring.
Learn more about her work at CynthiaKayBiz.com.
We appreciate you tuning in to this episode of Your Partner In Success Radio with Host Denise Griffitts. If you enjoyed what you heard, please consider subscribing, rating, and leaving a review on your favorite podcast platform. Your support helps us reach more listeners and create even better content!
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