Discover the Decision-Makers Before Making a Deal

Who else is involved?

We’ve all been there. You have a great relationship and rapport with your customer contact. But this contact is not the person making the final decision on whether the company accepts your deal or offer.

How do you sell your product or solution to someone when there are other people involved in the decision-making process.

Here’s a recommendation…

When a customer asks, “Please give me a quote?”

Take a step back and reply…

“Before I supply a quote, let me ask you…
‘Who else should we get involved in this important decision?’

I would love to get their perspective and buy-in. So when we make a recommendation, our solution will meet your needs AND everybody else involved!”

Find out how decisions are made

By having a better understanding of how decisions are made and who is involved in making those decisions, you will attain the incite needed to communicate your solution more effectively and close more sales.

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Paul Cherry

For over two decades, sales expert and author PAUL CHERRY has helped B2B sales professionals close more deals in all major industries. As a recognized thought leader in customer engagement strategies, Paul Cherry has been featured in more than 250 publications, including Investor’s Business Daily, Selling Power, Inc., Sales & Marketing Management, The Kiplinger Letter, and Salesforce.

Performance Based Results

Paul Cherry is the president of Performance Based Results. PBR delivers intense, customized sales team training programs and sales management coaching to companies throughout North America. Paul has worked with more than 1,200 organizations, including 175 of the Fortune 500, plus more than a thousand entrepreneurial, small to mid-sized, cutting-edge businesses looking to dominate their niche markets. Clients typically get 7 times their return-on-investment (ROI) or better.

Questions That Sell

Paul Cherry’s top-rated bestseller, Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants (AMACOM) has been listed on BookAuthority’s “100 Best Sales Books of All Time” and has been published in four languages. He is also the author of Questions That Get Results (Wiley) and The Ultimate Sales Pro (HarperCollins Leadership).