Saturday, July 24, 2010

Part 4: Final Words on the DM Process

We've talked a lot about the Decision Making (DM) process, but we haven't mentioned everything. Here are some miscellaneous tips about the DM process that we've found helpful:

1. It's OK to ask your contact if they are a DM as long as you ask appropriately.

2. Don't just believe their words. Measure their actions against their words to validate if they are a DM. Scrutinize the results you get when working with them.

3. Once you reach the DM, don't allow yourself to get pushed back down. Earn the right to stay at that level by aligning specific Value Propositions to directly address their needs.

4. You need to build relationships horizontally with others in the company to increase your chances for retaining their business. Don't limit yourself to just one contact. The more people you reach and help, the more widespread your acceptance will be.

5. Even with a team decision-making approach, there is typically one driver.

Our final note on DMs comes from Woody Allen: "In my house I'm the boss, my wife is just the decision maker."

The Erie Sales Club is a joint effort of three leading local businesses: Jameson Publishing, Marsha Marsh Real Estate Services, and VertMarkets.