Past Purchases Point to Current Decision Makers

When selling products or services purchased in the past, the shortest route to a new sale is talking to the person who made the last purchase because it is logical to assume they have the authority to buy. When you call the receptionist to ask, "Who buys the . . ." don't just settle for a name. Ask for a title, too. Sometimes receptionists don't know who the purchaser is, and they will make a guess. Knowing the suspected buyer's title helps you assess if that guess is right or wrong. If the title doesn't seem to fit with the power and authority required for the purchase, call back and ask for the name of the person who has the appropriate title. When you get the suspected buyer on the phone, speak in your friendliest tone and quickly qualify whether or not they are the decision-maker.