Decision Maker: Identify, Exit, Communicate
Posted: Sun Jan 19, 2025 9:56 am
Who is it? A decision maker is an employee who, by virtue of his job responsibilities and position in the company hierarchy, is authorized to give consent or refuse to enter into contracts with counterparties.
How to work with him? The first thing to do is to identify the decision maker. It does not necessarily have to be the CEO, CFO or executive director. The second important stage is to reach this person, that is, to establish contact. The final stage is communication with the decision maker for the purpose of presenting the product and concluding a contract.
The article explains:
Roles of the overseas chinese in worldwide data decision maker
Who is appointed to the position of decision maker?
Who should work with the decision maker?
8 Ways to Identify the Decision Maker
8 techniques that will help you reach the decision maker
Stages of negotiations with decision makers
Tips and rules for communicating with a decision maker
4 effective tactics for communicating with decision makers
Reasons for refusals and working with objections of decision makers
5 Scenarios for Using Neural Networks to Increase Website Conversion by 40%
Download for free
Roles of the decision maker
The decision maker has a significant impact on the financial results of the organization. The decision maker has broad powers and is fully responsible for sales results. This specialist participates in the management of the company. Subordinates always inform him about all the difficulties in working with clients or unforeseen circumstances. Representatives of other companies turn to him first to conclude a profitable contract (provided that they are aware of this person).
Roles of the decision maker
Experts consider several positions that decision makers can take in relations between companies:
Initiator (innovator, business driver, change agent). This delegate stimulates the transaction or facilitates the completion of a specific task.
The person making/approving decisions (responsible executor). His point of view is a priority in matters of concluding a transaction.
Buyer/payer. Controls the purchasing process and largely determines the final list of suppliers.
Influential person/adviser. Has great authority and generally shapes the decision-making process. Typically, this person has high competence in a specific area.
User/evaluator. The one for whom the product or service being sold is intended. The characteristic given by him is of great importance for decision-making.
Defender. Someone who openly advocates for the transaction. With his help, it is often possible to identify all the decision makers.
Secretary: Ensures that all stakeholders can participate in the process. Initial contact, reporting directly to the key decision maker.
Depending on the transaction object, different employees may be considered decision makers. If you can identify them, it becomes easier to achieve results, but new difficulties arise.
If a company purchases complex technical equipment, the final decision is made by the director, since he sends the accounting department an order to transfer funds. However, in reality, the issues of purchasing a particular device are handled by the leading IT specialist, to whom the director turns for advice.
How to work with him? The first thing to do is to identify the decision maker. It does not necessarily have to be the CEO, CFO or executive director. The second important stage is to reach this person, that is, to establish contact. The final stage is communication with the decision maker for the purpose of presenting the product and concluding a contract.
The article explains:
Roles of the overseas chinese in worldwide data decision maker
Who is appointed to the position of decision maker?
Who should work with the decision maker?
8 Ways to Identify the Decision Maker
8 techniques that will help you reach the decision maker
Stages of negotiations with decision makers
Tips and rules for communicating with a decision maker
4 effective tactics for communicating with decision makers
Reasons for refusals and working with objections of decision makers
5 Scenarios for Using Neural Networks to Increase Website Conversion by 40%
Download for free
Roles of the decision maker
The decision maker has a significant impact on the financial results of the organization. The decision maker has broad powers and is fully responsible for sales results. This specialist participates in the management of the company. Subordinates always inform him about all the difficulties in working with clients or unforeseen circumstances. Representatives of other companies turn to him first to conclude a profitable contract (provided that they are aware of this person).
Roles of the decision maker
Experts consider several positions that decision makers can take in relations between companies:
Initiator (innovator, business driver, change agent). This delegate stimulates the transaction or facilitates the completion of a specific task.
The person making/approving decisions (responsible executor). His point of view is a priority in matters of concluding a transaction.
Buyer/payer. Controls the purchasing process and largely determines the final list of suppliers.
Influential person/adviser. Has great authority and generally shapes the decision-making process. Typically, this person has high competence in a specific area.
User/evaluator. The one for whom the product or service being sold is intended. The characteristic given by him is of great importance for decision-making.
Defender. Someone who openly advocates for the transaction. With his help, it is often possible to identify all the decision makers.
Secretary: Ensures that all stakeholders can participate in the process. Initial contact, reporting directly to the key decision maker.
Depending on the transaction object, different employees may be considered decision makers. If you can identify them, it becomes easier to achieve results, but new difficulties arise.
If a company purchases complex technical equipment, the final decision is made by the director, since he sends the accounting department an order to transfer funds. However, in reality, the issues of purchasing a particular device are handled by the leading IT specialist, to whom the director turns for advice.