Sales Training Tip: Sell to the Second Table
Decision Makers: Are They at the Table?
One of great opportunities in negotiating during a meeting is determining who sits at the “second” table from the current table at which you are sitting. You know that eventually you need a sales meeting with the decision maker. But do you know who it is and what their issues are? Getting to the second table is not that difficult if you know how to position yourself with your day to day contact. The solution lies in probing.
