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Let me suggest to you that you need to focus on this sequence:

  1. Find the economic buyer, that person who can authorize a check for your value.
  2. Do NOT allow yourself to become entwined with lower level people. Use them solely as access points to the real buyer.
  3. Form a trusting, peer relationship with the buyer.
  4. Organize your approach around issues that have high import and are business outcomes, not deliverables.
  5. Focus most of all on conversion, moving from discussion to action.

If you’re not meeting buyers, you won’t be at a decision point, and if you’re not adept at converting the decision won’t go your way.

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

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