Our next point in successful cold calling is locating the decision maker.
Is it the husband or wife, or is it a parent? Who is going to make the final decision on the purchase of the home. You want to locate the decision maker early on in the sales process so your not wasting your time with the wrong person. Don’t get me wrong, the other parties in the process are just as important, but in other ways. If the wife isn’t the decision maker, she still has a lot of input on the decision making process. So if she wants a garden in their yard, you will want to sell her on the size of the yards and how she’ll be able to plant her garden.
You will want to focus most of your time on the decision maker so you can find out what their needs and wants are in a home and how they plan on deciding which house they’ll buy.
Locating the decision maker early on in the sales process will allow conversations to flow more smoothly and there will be fewer obstacles later in the transaction.
Our next post will be how to introduce yourself and get to the point so you can get your message across quickly and find out if you will be able to work with your prospect.
