Decision Makers - how to get to see them and what they will want to talk about

In technical sales, at some stage in the sales process we have to engage with ultimate decision makers. Often senior people in the account, they are unlikely to want to have technical conversations; instead they will want to know about return on investment Investment, any pereceived risk,  and how any purchase would fit into the organisation's strategic goals.  In this episode Steve, Pru and Jonathan discuss:How to identify and make contact with key decision makersHow to prepare for any meeting with themHow to find our about the account's strategic directionWhy you need a sponsor to help you reach key senior peopleWhy we should always aim high in our customers organisation. Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche,  Jayne Green  and Jonathan Slasinski are Sales Trainers from george james ltd.  You can email the show at:  [email protected] The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/Jonathan Slasinski https://www.linkedin.com/in/jonathan-slasinski-449a655/george james training website https://georgejames-training.com/