Der Entscheidungsträger ist die Person, die die endgültige Entscheidungsgewalt über den Kauf hat. Bei einem B2B-Verkauf ist der Entscheidungsträger in der Regel ein Mitglied der Geschäftsleitung des kaufenden Unternehmens, das den Scheck unterzeichnen oder den Kauf genehmigen kann.
In today's fast-paced business world, finding the right person who makes major decisions in a company is challenging, thanks to complicated company structures and longer sales cycles.
Why is this person so important? Businesses are always changing to keep up with market trends, and decision-makers play a key role. They’re not just people who approve deals; they are forward-thinkers who make crucial decisions that move companies ahead, especially when there's uncertainty.
Amidst a mix of different stakeholders, decision-makers stand out. They filter through an overload of information, focus on what’s essential, and make informed decisions that can hugely impact a company.
Their role becomes even more significant with complex sales processes in play. Decision-makers are trusted with shaping a company’s future, opening doors to new opportunities and innovations.
Let's take a step back to see where the term "decision-maker" comes from. It's not a new concept.
In the past, kings, queens, and tribal leaders were the primary decision-makers. They had the power and responsibility to make major decisions that affected their entire communities, from declaring war to forming alliances.
Over time, as societies and businesses developed, the role of the decision-maker also changed. It’s not just about having a high-ranking title. Nowadays, a decision-maker is someone with the trust, authority, and freedom to make important decisions within an organization.
Dealing with a decision-make is about more than just impressing them; it’s about truly understanding and connecting with them.
The first step is to identify who the decision-maker is. It requires a mix of investigative and analytical skills. Look beyond the obvious, like job titles, and explore the company’s culture and decision-making processes to find the right person.
Next is the engagement phase. It’s not all about selling your product or service. It’s more about personalizing your approach, understanding the decision-maker’s challenges, and presenting yourself as the unique solution they’re looking for.
Building a strong relationship is key. Aim to be their trusted advisor, offering not just a product, but valuable insights and tailored solutions to their specific problems. Make a connection, be reliable, and be the one they turn to for solutions.
Finally, remember, every decision-maker is different. Customize your approach, be flexible, and adapt. Your ability to read, respond, and resonate with different decision-makers can be a game-changer in closing deals.
Ask! The easiest way to get to decision makers is to ask prospects if they are decision makers and if not, who is. You can also ask about the decision making process to figure out if there are multiple decision makers, which can be common in B2B sales.
The types of decision makers can vary by industry, location, and company culture. Decision-making styles are generally broken into five different buckets: charismatics, thinkers, skeptics, controllers, and followers. Understanding which type of decision maker you’re dealing with can help you customize your sales approach.
Decision-makers follow a process that includes identifying the issue, gathering relevant information, exploring and evaluating alternatives, making the decision, often in collaboration, and implementing it. They then monitor the impacts of the decision and adapt as necessary.
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