The Voice of Value Newsletter | ValueSelling Associates

EASY WAYS TO GAIN ACCESS TO EXECUTIVE DECISION MAKERS

Written by VSA | Oct 2, 2013 11:00:00 PM

One of the most fundamental principles of selling is that "You can’t sell to someone who can’t buy." Yet it’s amazing how many countless hours salespeople spend calling on prospects who they think are the decision makers, whereas in fact these people are only technical buyers or gatekeepers who really do not have the ability to make a buying decision.