Mission Possible
"I think in today's world—especially in printing and promotional products—if I was calling on a company, I would probably look for the marketing director or the director of communications, and then figure out where print or promotional products fall," he said.
LEARNING THE BUYING PROCESS
The next step to finding the real buying decision maker is inquiring about their buying or decision-making process. Rosalie Marcus, The Promo Biz Coach, recommended that if your first call or meeting with a prospect is going well, to ask just how the decision-making process works at the company. "I would recommend that somewhere towards the end of the call you say something like, 'Could you please fill me in on the decision-making process at your company? [Is it] one person, multiple people, how are decisions made?'" she suggested.