How can you ensure you are negotiating with the decision maker?

1 Identify the decision maker

The first step is to research the organization and the key stakeholders involved in the purchasing process. You can use various sources of information, such as websites, social media, industry publications, referrals, or your existing contacts, to find out who is responsible for making decisions, what are their roles and pain points, and how they prefer to communicate. You can also ask open-ended questions during your initial conversations with potential customers, such as who else is involved in the evaluation, what are their criteria and timeline, and how they make decisions.

4 Handle objections and competition

Even if you are negotiating with the decision maker, you might still encounter some resistance or competition from other sources, such as internal policies, regulations, or alternative vendors. You should be prepared to handle these objections and competition by anticipating them, acknowledging them, and providing evidence or testimonials that support your offer and differentiate you from your competitors. You should also focus on the value and return on investment of your product or service, rather than the features or price.

5 Close the deal

The final step is to close the deal and get the decision maker to sign the contract or place the order. You can do this by using a trial close, such as asking if they are ready to move forward, if they have any questions or concerns, or if they need any additional information. You should also use a sense of urgency, such as a limited-time offer, a deadline, or a scarcity tactic, to motivate them to act quickly. Finally, you should express your appreciation and gratitude for their business and confirm the next steps and expectations.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?