How to identify and convince the decision maker (DM)?

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The decision maker… Who is it? Who can it be? Why is this person so important for establishing commercial relations, developing business and increasing profits? The answers to these and many other questions that concern the decision maker require attention from entrepreneurs and sales managers who strive to achieve success in the trade sector.

What is a decision maker?
Of course, it would be more accurate to say that a decision maker is not a what, but a WHO: an abbreviation for "decision maker". More precisely, this is a person who has certain powers to conclude a deal and is responsible for its consequences. It is very important to identify him in time, so as not to waste precious time.

How to identify the decision maker?
How to get to the decision maker, how to determine that cabo verde email list the person in front of you has the right to make a decision that is important for the company and is responsible for it? It is not always the owner of the enterprise or its manager. To find out the necessary information, you can, first of all, ask one of the company's employees, for example, the secretary. However, this method is not always effective, since employees may be limited by a confidentiality agreement. However, you can always try to simply call the right company and ask who is best to talk to about concluding a major deal. Moreover, the emphasis must be placed on the word "major", without providing any clarifying information. Ideally, you should be connected with the right person.

How to identify the decision maker?

Alternatively, you can try to find employees who previously worked for the company you are interested in. The chances that they will be more willing to answer questions are much higher. Other available sources can also help. There are more than enough of them on the Internet, for example, search engines, Wikipedia, thematic sites and forums. You can also use media materials. The search results largely depend on the organization in question and how well known it is.

How to properly negotiate with decision makers?
The information received must be used as effectively as possible to achieve the goal. Once it has become known who exactly the decision-maker is, it is important to establish contact with him correctly so that future cooperation is as fruitful as possible. What rules should be followed in this case?

The main thing is strategy. You need to focus your thoughts on the desired result and demonstrate to the interlocutor what is the benefit of the concluded deal, and not scatter on questions about what and how should work. Everyone knows that the end justifies the means.
Operate with facts. Decision makers do not just appear out of thin air, so you shouldn't expect that this person will listen to "blabbering on about nothing." Only facts can become weighty arguments, which again should show the advantages of the deal for both parties.
Don't be a smart-aleck. Negotiating with a decision-maker is not the time to openly demonstrate your superiority, especially in an area that is little known to the other person, and especially when the conversation is with the head of the company. Don't overwhelm the person on whom the fate of the deal depends with scientific terms and other information that he does not understand.
Give examples. If you have already had successful experience in concluding deals similar to the one in question, you can tell the decision maker about it.
Be on equal terms. Negotiations are most successful when they are conducted by people with equal authority.