The economic buyer isn't necessarily your main point of contact, but the person with enough authority to greenlight your proposal. Without their support, the deal fails.
Your goal is to pinpoint not just who the economic buyer is, but also their specific needs, priorities, concerns, and preferred communication methods. Build a proposal that hits all of their concerns at once—then, the second it lands on their desk, you’ve overcome every objection in advance.
Typically, this main stakeholder cares about:
Getting a compelling return on investment
Improving the bottom line
Boosting efficiency and productivity
Seeing clear savings
Thankfully, your work in the Metrics stage above has prepared you for this moment.
Start by finding out who the economic buyer is at your prospect’s organization. Then, make dang-well sure their needs are addressed before moving forward with anything else.
To uncover the economic buyer, be sure to ask early on in the sales process:
Who in your organization has the final say in buying decisions?
Who else is involved in making these kinds of purchases?
Once you find that out, ask that person questions like:
Can we discuss your budget expectations and limits for this proposal?
How can our solution provide meaningful namibia telegram data ROI for your organization?
3. Many salespeople (myself included) have at one point been guilty of trying to sell their vision without first uncovering their customer’s actual needs. More often than not, they end up trying to stuff a square peg into a round hole.
The decision criteria stage fixes that. It provides crucial insights into the customer's needs, priorities, and risks, including factors such as:
Budget thresholds
Must-have features
Delivery timelines
After-sales support needs
Brand reputation concerns
Functionality and customization for specific needs
Integrations