08 January 2010 | Miller Heiman

If you could only ask one question of your sales team this week to move sales forward, ask this:

Have you spoken to the final decision maker directly, or is someone else carrying your message?

Unfortunately, the sales profession isn’t one that can rely on any sort of courier system. When it comes to discussing your company’s solution with those who will make that all-important yes or no decision, connecting with them yourself is critical to the success of the sale.

• Don’t be  intimidated –  it lets you get comfortable with someone else relaying your message instead of requesting a better meeting time for the final decision maker. Remember, regardless of title, they’re human, too.

• Dispel uncertainty with a valid business reason –    present solid information on how you can make a contribution to the way he or she is doing business . This allows you to be firm and confident enough to request a live conversation.

Do you have additional techniques that get you to the final decision maker? Share them with us.