1. First, find
out the names of the players and what they do, so you can make
your product attractive to each person. For example, the manager
will be happy that closeouts are easier, the sales person will be
attracted that the checkout time is faster, and the owner may be
attracted to the lower cost of the equipment.
2. Next, make sure
you notice how each person is introduced and addressed. Find out
if the company uses last names or only first names and follow
their protocol. Remember, the same rules may not apply to the boss
as apply to everyone else. For example, maybe everyone uses his or
her first names except for the boss.
3. Next, find out who
is boss of whom. Knowing who has the power in the organization
will help you if two of the decision-makers have opinions that
conflict.
4. Along the lines of
number 2, you will need to find out the history of the decision-
makers. The person highest on the totem pole isn't necessarily the
one who has all the clout. Watch for human dynamics. If everyone
agrees with the boss, you know who you need to
convince.
5. Next, make certain
you find out about any decision-makers that are not present. Get
their names and positions and see if you can find out why they're
not present. Try to get something to them in
writing.
6. Find out what each
person wants and be sure to ask questions of the quietest member.
If there is anyone who is too quiet, he or she may have concerns
that will not be voiced until your absence. Make sure you hear all
objections before the group meets without you.
When it comes to
presenting your service to a group of people, you don't need to be
a psych major; just observant. People watching can yield many
clues as to how to play the situation and get the
sale.