{"id":1046,"date":"2015-04-08T18:27:14","date_gmt":"2015-04-08T18:27:14","guid":{"rendered":"http:\/\/gccwebsites.com\/startupsales\/?p=1046"},"modified":"2015-04-08T18:27:14","modified_gmt":"2015-04-08T18:27:14","slug":"the-decision-maker-dont-get-tunnel-visioned","status":"publish","type":"post","link":"https:\/\/gccwebsites.com\/startupsales\/the-decision-maker-dont-get-tunnel-visioned\/","title":{"rendered":"The Decision Maker, don&#8217;t get tunnel visioned."},"content":{"rendered":"<p><a href=\"http:\/\/gccwebsites.com\/startupsales\/wp-content\/uploads\/2015\/04\/decision-maker.jpg\"><img decoding=\"async\" class=\"size-medium wp-image-1050 alignright lazyload\" data-src=\"http:\/\/gccwebsites.com\/startupsales\/wp-content\/uploads\/2015\/04\/decision-maker-300x250.jpg\" alt=\"decision-maker\" width=\"300\" height=\"250\" data-srcset=\"https:\/\/gccwebsites.com\/startupsales\/wp-content\/uploads\/2015\/04\/decision-maker-300x250.jpg 300w, https:\/\/gccwebsites.com\/startupsales\/wp-content\/uploads\/2015\/04\/decision-maker-624x519.jpg 624w, https:\/\/gccwebsites.com\/startupsales\/wp-content\/uploads\/2015\/04\/decision-maker.jpg 800w\" data-sizes=\"(max-width: 300px) 100vw, 300px\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 300px; --smush-placeholder-aspect-ratio: 300\/250;\" \/><\/a>There are probably whole books written about finding &#8220;the decision maker.&#8221; \u00a0This makes sense, as a sales person, this the person who will say &#8220;yes&#8221; or &#8220;no&#8221; to your product or service. \u00a0This is why a sales person is trained to pursue the attention of the decision maker at all costs. \u00a0Don&#8217;t waste your time with people who don&#8217;t have the authority to say &#8220;yes.&#8221; \u00a0Again, sound logic. \u00a0The decision maker is important. \u00a0But do we shoot ourselves in the foot by caring only about them? \u00a0I think that we do!<\/p>\n<p>Here&#8217;s the thing. \u00a0Business used to be very dictatorial (so I have been told, I wasn&#8217;t alive back then). \u00a0Whereas now, it is far more collaborative (now this i can attest to). \u00a0Therefore, it used to make sense to pursue the attention of the decision maker and ignore the opinions and input of that person&#8217;s minions, I mean employees. \u00a0But you guessed it, times are a&#8217;changing. \u00a0Now executives are busier than ever, more cross-functional, and more collaborative. \u00a0It may make sense to talk to their employees, associates, secretaries and get them on board <strong>before<\/strong> you speak to the &#8220;decision maker.&#8221; \u00a0Say you get the decision maker on board, if the people around them are still confused, unsure, or opposed to your solution, then you likely won&#8217;t make the sale.<\/p>\n<p>Know how decisions are made in the organization you are selling to. \u00a0Get everyone on board. \u00a0Don&#8217;t make enemies of other business units. \u00a0If the IT people hate your product, that won&#8217;t lead to a good relationship. The moral of the story is: know how decisions are made and how to get the best possible relationship out of that.<\/p>\n<p>&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>There are probably whole books written about finding &#8220;the decision maker.&#8221; \u00a0This makes sense, as a sales person, this the person who will say &#8220;yes&#8221; or &#8220;no&#8221; to your product or service. \u00a0This is why a sales person is trained to pursue the attention of the decision maker at all costs. \u00a0Don&#8217;t waste your time [&hellip;]<\/p>\n","protected":false},"author":17,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-1046","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/1046","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/17"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=1046"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/1046\/revisions"}],"predecessor-version":[{"id":1051,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/1046\/revisions\/1051"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=1046"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=1046"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=1046"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}