Sales Training Articles

One of the things that I get asked the most at Sales events is whether I know what the best way to get access to the real decision makers is.

You’re now probably thinking: “But don’t I have access to the real decision maker?”

Often, when you’re working with a company to draw up and submit a proposal for them, you’re “kicked” to middle management, with the excuse that they are the ones responsible for the project.

You do all the work with them, you create the project, you submit the proposal and they are supposed to love your work.

Next, their job is supposedly to submit and defend your work with the real decision maker that has not yet appeared.

The problem is that many times you’re facing a … [ Read the rest » ] “Do you know how to get to who really decides?”

For those who are passionate about Monty Python (I know there are worse “obsessions”…), one of their most iconic films after “Life of Brian” is, of course, “The Meaning of Life”.

For those who know the film, there is a scene in an operative room that gives the motto to this article.

In this scene, during a delivery, a visit is made by the administration of the hospital and in a completely “nonsense” way, they stop everything to show all the machines to the administration. And when he asks what the purpose of that machine is, they say that is the machine that goes ping!

You may think: “But what the hell does this have to do with sales?”

Normally in the commercial cycle the following happens:

We deliver a … [ Read the rest » ] “Do you know the machine that goes PING?”