The so-called "finding the boss" means finding the real decision maker of the customer. This person may be the owner of a small company, the head of a department of a large company, the oldest person in a family, and so on. No matter whether the customer organization you face is simple or complex, they will have a clear decision maker who is responsible for making the final decision on whether to choose your product.
It can be seen that all the sales words we talked about before will really play a role only if they are used by decision makers, because only decision makers decide the ownership of orders, and others can only influence the ownership of orders.
Therefore, if you want to maximize the effect of your sales speech, you must meet the real decision makers of customers.
At this time, the problem came. Generally speaking, in actual sales, what should you do to meet the customer's boss when it is difficult for you to meet the customer's real decision maker at the initial stage of sales?
Today, I will explain a set of decision-making skills to help you meet the customer's decision makers very effectively. This skill is divided into three steps, namely "pushing the process", "making demands" and "giving reasons". Let's talk about it in detail.
Second, push the process to the "boss"
The first step of a decision-making speech is "promotion process", which means that you should promote your sales process to the stage where you need to meet the customer decision-makers. We have repeatedly mentioned the point that the process of sales is the process of taking customers upstairs, and you are selling.