know how to get to the decisionmaker of

If you are trying to sell your product or service to a company, there is a few thing to consider before calling the sales done. First of all you have to introduce yourself to someone inside the company, and that person may not have the power to says yes to you but can give you useful information about the company, the product they currently use, the impact on his work and production if he use your product or service. Maybe you would be meeting the big guy first that has the power to say yes to your product and service.The way I look at it is that there is a few level of entry in a company, all of these level of people inside the company have all a very important role in your selling proces.The First level here is the person who would be 'using' your product or service. This person will be able to give you useful information about who is who in the company. It is usually the sales level. If you can convince him that you product can benefit him as far as saving him time, that it is easy to use, and that he could make more sales, he would be more inclined to help you if it helps him first.The Second one is the one has no power as far as making decisions but needs all the data information. They want only information, they are problem/solution people. They like to be praise and get involve. They best way to win them is to get them involve or even put them in charge in a custom implementation of your product or service. If it make them look good and have a data information to support this they will direct you to the next level faster than you taught.So the Third level here is Management. The one how has the power to influence the Big Guy. Remember that they are the one to direct and achieve the goals set by the Big guy. Earlier on, you may have taught that meeting with the user was meaningless on some level, wrong. This is the time to talk to management about what the user taught about your product, if he said that it would cut his paperwork time by 40%, that he would sales maybe 20% of his usual, maybe Management would see this as using this time to increase productivity. At this level, you should know exactly what their buying motive are.And last but not the least, the Big Guy, who is the decision maker, he his interested in how much profit your product or service will put in his pocket at the end of the day. There are interested in Increasing sales, reduce risk and increase productivity, not the features of your products. If your product opens up opportunities for the company, what is the ROI, if it increases their market share,the quality of their product. If you can show how your product or service would benefit his company, by presenting tangible and quantifiable results, you can use the testimonials from all level of the company and your value will be assured.No matter at what level you enter in the company, it is important that you leverage all the information gathered before you present it to the Big guy. And make sure you did your homework by making a list of the potential value of the product and services and the solutions you plan on delivering to the company, be prepare to show the positive impact on his objectives, before you get to see him!

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