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How do I find out if I’m calling on the right
person without ruffling anyone’s feathers?

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When you’re calling on a
prospect for the first time,

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even though you might ask to speak with
someone by their role such as, decision maker

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or by the title of the person who typically
makes the decision for what you sell,

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you may still be directed to a gatekeeper and
not realize it until well after the fact.

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Then, you’ve got to figure out how
to get to the actual decision maker

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without alienating a gatekeeper or key influencer.

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One way to avoid this is to first ask
to speak with someone in a department

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that typically doesn’t get directly
involved with what you’re selling.

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Anyone who has worked for
the company a few years

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can often help you develop
a fairly accurate overview

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of their purchasing process and may also provide
you with the names and contact information

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for the people you need to be selling to.

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I can’t tell you how many times this
approach has worked perfectly for me.