Selling a product is an easy task because it involves a seller and a customer. But if it is selling business to business it becomes a tough job. One must note that it is very important to identify the key players of the company who are behind this selling idea. In case of an organization, it may be board of directors, or may be the owner of the company. The most important information a sales person must know is that he must be careful not to sell himself or the product or idea to a person who is in the company. This would only result in wastage of time and energy unnecessarily. Also spending too much time on a person who has got nothing or very little to do with influencing a company’s decision can be fruitless. Therefore this would result in a great deal of wastage of time which could have been used to influence the actual person in charge.
If this person is not consulted by the sales person then the decision will be taken based on the documentation provided without a firsthand explanation. If the sales person has found the right man, then it is time that he starts building up relationship with that person, especially a formal and cordial one. Getting physically or personally involved with the client is not advisable as it may pose a threat to your career. But one should not be hesitant to ask some questions like- who is involved in making the final decision for this proposal? Does any other person have an influence for this decision? What is the duration or time required to place an order? Does he have any information which be needed to make an assessment to the earliest? What else could be done to get the deal done? The answer to these questions can be a great deal of help to the sales person.
