How to Find the Decision Maker (& 25 Qualifying Questions to Ask Them)

在意识到他们不是决策者之前，没有什么比获得潜在客户的承诺更令人沮丧了。完成交易要比您预期的要长得多（也就是说，如果您关闭的话）。

不幸的是,这是一种常见的发生在萨尔es reps. However, you can avoid the situation completely by researching your contacts and asking the right questions during the discovery process.

Before we discuss how to find the decision maker, let’s get clear on who the decision maker is.

在寻找决策者时，请勿与您可以得到的第一个人接触并询问，”你是决策者吗？”每个人都希望感到重要和受到重视，即使他们不是虚线上签名的人。这个问题可能会使您的联系点不重要。

The first person you talk to will usually be agatekeeper, who is still a valuable contact to have. Sabotage this relationship, and you’ll lose their influence.

Let’s review how to identify and connect with decision makers the right way.

1.了解您的独特价值主张。

First and foremost, make sure you are clear on the value your offering provides so you are ready to have a meaningful conversation with the decision maker when the time comes. As you begin identifying who to reach out to, outline the benefits of your product, and be able to clearly articulate how your product can be of value.

2. Create a decision maker persona.

作为销售专业人士，您对买方角色并不陌生，您可能会明确绘制理想的客户。在寻找决策者时，您应该采用相同的方法。在与寻找正确联系的公司联系之前，请确保您了bob全站app解联系应具有哪些素质。这将有助于缩小您的搜索。

决策者的一些关键素质包括：

• Job title— A key decision maker will often be a manager, executive, director, or vice president.
• Manages budget- 有权代表其公司或部门做出购买决定。bob全站app
• Oversees strategy- 那些负责在公司实施战略的人经常寻求解决公司面临的问题。bob全站app他们通常正在寻找可以帮助公司克服挑战的解决方案。bob全站app
• Tenure— While the amount of time spent at a company does not always correlate to one’s decision-making authority, an individual with longer tenure may have more institutional knowledge that is relied upon for purchasing decisions.

You may want to refer to yourCRMto review commonalities among decision makers who you have sold to in the past. Keep these qualities in mind as you identify your decision maker.

3. Research the company.

Next, learn as much as you can about their company. Familiarize yourself with their org chart to understand how the company is structured. Look to see if they have been mentioned in the press. Understand what is happening in their industry as a whole. This will give you the information you need to deliver a strong pitch to the right person.

4.使用LinkedIn来了解更多关于你的联系。

Many professionals keep their LinkedIn profiles up-to-date with their title and information about their statement of work. If using your personal LinkedIn profile to search for contacts isn’t bringing the results you’re looking for,LinkedIn Sales Navigator（计划起价为每月64.99美元）具有高级搜索功能，以使精确的正确联系人更加容易。

With advanced filtering on LinkedIn you can search for specific job titles at the company you are looking to get in contact with, allowing you to pinpoint exactly who you’re looking for.

5.确定通用连接。

确定联系人后，查看是否有任何共同的连接。这些连接可以帮助进行推荐，或者可以验证您是否想与您联系的人实际上是您出售的正确决策者。

6.与关联的网守连接。

守门人通常是与决策者直接联系的行政助理或同事。在许多情况下，与决策者建立联系而无需与网守建立联系是一项挑战。这实际上可能是一件好事，因为看门人通常是决策者的重要合作伙伴。通过与看门人建立信任，您可以获得一个值得信赖的盟友，他可以帮助您确定合适的决策者，并在提交销售的时候可以为您保证。

7.提出合格的问题。

一旦您在电话上有一个可以将您指向正确方向的联系人，您就可以开始询问合格的问题，将您带到正确的决策者。

Use the following list of 25 questions to figure out the ultimate decision maker is without stepping on any toes.

Qualifying Questions About the Decision Maker

1. Who else is involved in this process?
2. 谁将使用该产品？（如果他们说，“我会，”follow up with,"Is your manager reviewing this purchase as well? What will they be assessing?"）
3. Which evaluation criteria are the other stakeholders using?
4. 您购买的此类别中的最后一个产品是什么？谁参与购买？
5. What’s the purchase approval process like?
6. 您以前买过这样的产品吗？（如果他们拒绝，请问，"Would you like my help figuring out who to bring in, based on my experience selling to companies like yours?"）
7. 过去，我的客户询问[职务]和[Job标题]参加此决定。这对[Prospect的公司]有意义吗？bob全站app
8. 其他团队或部门是否会使用[产品]？他们会在选择过程中发言吗？
9. How have decisions like this been made previously?
10. At the end of the day, how can I help you get this purchase approved?
11. 我还应该与其他人会面，以了解您和您的同事将如何使用[产品]以及您的需求是什么？
12. [名称]，您是否处理[Prospect's Company]的[产品类别]决定？bob全站app
13. I’ve found the person with [X responsibility] almost always wants a say in this decision. Should we bring them into this conversation?
14. I’m sure you’ve seen first-hand how complex the average buying decision is these days. Let’s work together so [company] can start experiencing [specific benefit] as soon as possible. Who do we need to meet with?
15. 您的[团队，部门，业务]如何做出购买决定？
16. Is there a committee assigned to choosing a [vendor, supplier, solution]?
17. 您在决策过程中的作用是什么？
18. Should I be aware of any priorities or concerns from other stakeholders?
19. 谁将在虚线上签名？您是否希望我对将解决方案定位给[X角色]的人们有任何见解吗？
20. How long have you been looking into this type of solution, and why did you start? (Their answer will reveal if they’re a junior decision maker responsible for the initial supplier research.)
21. With my other customers, it’s typically the case that [X professional] likes to share her thoughts. Should we invite her on the call?
22. Would [likely decision maker] be interested in speaking to [person of matching rank at your company]? (This question helps you get to the budget authority if your prospect is reluctant to give you access.)
23. 您是这个[项目，计划，购买]的唯一所有者？
24. How can I help you sell this internally?
25. Do you need any materials from me to present this to your boss?