{"id":1457,"date":"2014-08-21T12:20:13","date_gmt":"2014-08-21T12:20:13","guid":{"rendered":"http:\/\/buyingfacilitation.com\/blog\/?p=1457"},"modified":"2014-08-21T15:33:04","modified_gmt":"2014-08-21T15:33:04","slug":"decision-makers-vs-influencers","status":"publish","type":"post","link":"https:\/\/buyingfacilitation.com\/blog\/decision-makers-vs-influencers\/","title":{"rendered":"Decision Makers vs. Influencers"},"content":{"rendered":"

I\u2019ve heard there are 5.7 decision makers for each sale, and \u2018unknown\u2019 influencers. Yet there is no difference between \u2018decision makers\u2019 and \u2018influencers\u2019.<\/p>\n

If you want to move and your daughter is in her last year of high school, is she a decision maker or an influencer?<\/p>\n

If your tech group isn\u2019t available to implement a new program until they finish current work, would the tech director be an influencer or a decision maker?<\/p>\n

If your company is going through a merger and the teams haven\u2019t been merged yet, would the director of the groups that needed training be influencers or decision makers?<\/p>\n

If you think some of your folks need coaching, would the coachees be influencers or decision makers?<\/p>\n

See what I mean? \u201cDecision Maker\u201d and \u201cInfluencer\u201d are arbitrary delineations. Until everyone who touches the final solution buys-in, and change is managed, no buying decision will happen, regardless of your solution or their need. Think about that when you ask for \u2018the decision maker\u2019 or believe that the one person who showed up to your appointment is \u2018the decision maker.\u2019 There is never one. And you\u2019re merely delaying your sale.<\/p>\n

Years ago, a coaching client selling golf carts with GPS systems once bet me $20 that the owner of a golf course was the sole decision maker. They\u2019d been having lovely conversations for a year and my client was just waiting for him to close. I placed a call to the owner.<\/p>\n

SDM: I\u2019m training with William. Seems you two sort of love each other but I\u2019m confused. What\u2019s stopping you from buying since it seems you love our carts so much.
\nO: \u00a0I do love your carts. But my grounds-keeper would kill me if I bought any. He\u2019s afraid that if the GPS system breaks down we\u2019d run out of carts for the golfers. So it\u2019s not my call.<\/p>\n

My client put his $20 into my lap. They\u2019d been having great chats for a year! Btw, I did go on to use Buying Facilitation\u00ae to have him bring the grounds keeper into the conversation at that point, and he eventually bought. But he wouldn\u2019t have.<\/p>\n

You\u2019ll never know who the decision makers are and you aren\u2019t aware what sort of internal decisions must be made. Call me to add some decision facilitation skills to what you\u2019re already doing.\u00a0sharondrew@sharondrewmorgen.com<\/a>\u00a0\u00a0<\/span>www.buyingfacilitation.com<\/a><\/span><\/span><\/p>\n","protected":false},"excerpt":{"rendered":"

I\u2019ve heard there are 5.7 decision makers for each sale, and \u2018unknown\u2019 influencers. Yet there is no difference between \u2018decision makers\u2019 and \u2018influencers\u2019. If you want to move and your daughter is in her last year of high school, is she a decision maker or an influencer? If your tech group isn\u2019t available to implement […]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_exactmetrics_skip_tracking":false,"_exactmetrics_sitenote_active":false,"_exactmetrics_sitenote_note":"","_exactmetrics_sitenote_category":0,"footnotes":""},"categories":[20,28],"tags":[],"yoast_head":"\nDecision Makers vs. Influencers - buyingfacilitation.com\/blog<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/buyingfacilitation.com\/blog\/decision-makers-vs-influencers\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Decision Makers vs. Influencers - buyingfacilitation.com\/blog\" \/>\n<meta property=\"og:description\" content=\"I\u2019ve heard there are 5.7 decision makers for each sale, and \u2018unknown\u2019 influencers. 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