Selling to the Non-Decision Maker

When confronted with a “My manager wants a 20% discount”, learn to ask this one question:

 "Let me ask you this… assume for a moment that we were able to match the 20% discount… what happens next?"

You’ll find out three critical things to move the sale forward

• What their intentions are with the 20% discount (are they using me for a better price from a competitor or are they ready to buy now?)
• Uncover the prospect’s purchasing process and
• Identify all the players involved in the purchasing decision.