Learn their decision making process

<p>In this episode of <strong>No BS Sales School</strong>,<strong> Walker McKay </strong>shares his perspective on sales calls and the valuable insights they provide. Rather than focusing on whether someone is the decision-maker, he emphasizes the importance of understanding the prospect's decision-making process. He provides six questions that can help uncover this process: determining the timeline for the decision, understanding the reasons behind it, identifying key decision influencers, knowing the necessary information for decision-making, exploring other competitors in consideration, and understanding the criteria for choosing a solution. By asking these questions, sales professionals can tailor their approach and provide the right information at the right time, increasing their chances of success.</p><p> </p><p><strong>HIGHLIGHTS QUOTES</strong></p><p><strong>Are You the Decision Maker?</strong></p><p>“Somebody said, sir, are you the decision maker? Well, yes, I'm the damn decision maker. I mean, of course I'm the damn decision maker. However, even though I'm the decision maker, I'm not the only one that I, in my company, I have other people that I work with that I consult with. So, which really brought out, I teach my clients this too, right? Are you the decision-makers? It's a fricking, I won't say it's a stupid question. It's not stupid. It's just not the answer. It's not what people are trying to learn. It's not what the salesperson needs to learn. So in my process at the No BS sales school, it's, you know, we dig a little bit deeper to, instead of figuring out, are you the decision-maker? Well, but the real thing is you want to find out what is somebody's decision-making process. What is their decision-making process? Are you the decision-maker? Doesn't really help you much.”</p><p><strong>Guiding Prospects Towards Informed Decisions.</strong></p><p>“Instead of asking, are you the decision-maker? Here's how you can find out your prospect's decision-making process. And you need to know this before you