Sales Training Tip #2

Don’t just dance with the one who brung ya! Most major purchasing decisions these days are made by a team of people. You can hit a lot of speed bumps if all your knowledge comes from only one customer contact. Identify all the decision makers on the buying team. Ask your contact, “What other key people should I talk with to gather more information about these issues and concerns?” Get to a second and third decision maker as quickly as you can in the process.