Working with multiple decision-makers (DMs) and the delegate material
Always find out at the start: "Who else, besides you, will be making the decision on this matter?"
Often you convince one person, and they go off to "consult" with a partner or spouse and disappear. Your task is either to get in touch with the second person directly, or to give your interlocutor "weapons" to defend your product: a presentation, a list of benefits, or a payback calculation specifically for the one who will "approve" the budget.
Often, for different participants in the deal, you will need to show different benefits of your product: to wife and husband, line manager, CEO, founder, and CFO. A delegate presentation is an opportunity to speak with each participant in the deal in categories close to them.
82 techniques to increase sales, check, and margin: 🔽
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