The job of the salesperson is to deliver the decision maker to the sales process, engage with them and close the deal.

In this episode I share 4 ways to engage with the decision maker so you can close more deals

(0:00) Introduction and welcome by Mick Holly

(1:37) The role of a salesperson and the importance of engaging with the decision maker

(3:58) Gaining access to the decision maker and guiding them through the evaluation process

(8:03) Dealing with the decision maker's concerns and qualifying out deals

(10:57) Understanding the investment justification and anchoring emotional success

(14:48) Focusing on future vision instead of discussing problems

(16:17) Asking for the order and the role of decision makers in decision making

(17:37) Recap and the four keys to successful selling

(18:23) Sponsor: "Sell the Sizzle Live" with Mick Holly

(19:00) Closing remarks and preview for next week