Talk to the help

Ideally we always want to talk to the decision maker. If they are not available, talking to their employees could be well worth your time. I like to probe them for information about the business and the boss. The owner may lie to a salesperson in order to avoid spending more money with you or in an attempt to keep details of the business private. Their employees are less likely to hold back. Employees may reveal problems about the business that we can solve with our products. They may also reveal useful details about the decision maker that will help you close the sale later. Too many sales reps "blow off" the employees of a prospect. Don't neglect this valuable source of information, what you learn could be invaluable once you track down the principal.

Keep Smiling, Keep Selling!

Thanks Jim Busch