How to Reach Decision Makers in The Sales Process

Why Attend

Knowing how to reach decision-makers in the sales process is half the distance you need to cover to close a deal for your company. Typically, there is a group of individuals within the company responsible for making the decision to accept or reject a deal. However, an experienced sales manager clearly understands that there is a clear hierarchy within that group, and usually, one person holds the final decision to accept or reject the deal. Therefore, reaching that person and influencing them is crucial to winning the deal because, in simple terms, they are the one who holds the decision and is the most important person in the process.

The decision-maker is someone appointed by the company’s management to make the correct decision when closing a deal, either by accepting or rejecting it. They are appointed due to their extensive experience in the area related to the deal being made.

The importance of reaching this person lies in the fact that they are the one who will make the final decision. Influencing them will directly affect their decision-making, thus increasing the chances of closing the deal.

Course Objectives

By the end of the course, participants will be able to:

By the end of the course, participants will know:

• How to reach decision-makers in the sales process.

• How to expand sales operations after reaching decision-makers.

• How to prioritize and communicate with top-level executives of other groups.

• How to handle crises that may occur at the public relations level within the company.

• How to identify risks and threats facing public relations within the company.

• Research and analysis methods for crises, their causes, and how to find suitable solutions to address them.

• Quick response methods by media officials in the company's public relations.

• How to communicate with the public and clients during and after a crisis, and send clarifying messages.

• Mechanisms and ways to move quickly in handling crises and managing them with minimal losses.

This course is designed for the following target audience:

• Managers and owners of large commercial and industrial companies.

• General managers in public and private companies.

• Managers and owners of government and private companies.

• Public relations managers in companies and institutions.

• Media office managers in public relations.

• All employees working in crisis management offices within companies.

• All employees working in public relations management offices.

• All employees working in executive offices in companies.