Mission Possible
Thankfully, there are ways to get away from "maybe" for good. With the right questions, some presentations and the forethought to cast a wide net when working with prospects and new clients, and you'll find those purse strings opening up with much less effort and risk involved.
THE RIGHT START
When trying to find the appropriate decision maker for the particular items you're selling, determine which person or department controls which portion of a company's budget. This seemingly easy step is not always as clearly defined as you might expect. As Ryan Sauers, president and owner of Stone Mountain, Georgia-based Sauers Consulting Strategies LLC, explained, the buying chain has changed a bit since 10 to 15 years ago, when there was typically a single procurement person at a company who did all the buying.