Craig is a salesperson for an industrial equipment company. Craig calls on factories and spends most of his time talking with equipment operators who work on the factory floor. While Craig is able to get the equipment operators interested in his products, he is often unable to make a sale. In this scenario, Craig needs to:

Identify managers and people with authority to decide the purchase.

Explanation:

When you work with an opportunity to sell an important part of your work, to be able to advance until closing, it is to be able to interview the person or people with the power to decide the purchase.

If you discover during your first interviews that the person with whom you initially contacted does not have the authority or influence over the purchase decision, then you need this person to promote your access to the person with the true power to decide. In many cases this is very easy to achieve, but in other cases, you will need to negotiate access to the sphere of power. The most powerful tool at your disposal to negotiate this access is to have created a vision of the solution to your problems in the mind of your interlocutor. Once you have created a vision of the solution, we can say that this person already has a clear idea about how to solve their problems and improve the current situation of the company. You must become a promoter of your solution within your company and serve as an engine to promote your offer in front of the decision group.