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How to Understand Your Prospect

 At Frontier we want to focus on Selling to the Top.  There is more competition at the bottom. This page will help you identify the different decision makers in a company.

The four types of decision makers:

  • Economic Decision Makers
    • Has direct access to money
    • Can release funds
    • Has Veto Power
    • Question to ask “Will you be making a recommendation or giving the final go ahead”; “Who can veto this project”
    • Message for Economic Decision Maker
      • “We would like the opportunity to make a formal presentation to you and other people involved in this decision to tell our story”.
      • The objective of the presentation is to give you all the information you need to make a final decision on our product for your business.
  • Users
    • Concerns are:
      • Reliability
      • Training
      • Downtime
      • Ease of Use
  • Question to ask “Who will use or manage the use of the product?”
  • Influencers
    • Gives opinions
      • Knowledge or experience
      • Vested Interest
    • The Gate Keeper
      • They make the decision who will be part of the selling process
    • Coach
      • Guide in this sale
      • Has credibility within company
      • Has confidence in you
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