07.30.15
The Decider
“I’m the decider and I decide what’s best…” was a statement made at a press conference by President George W Bush during his presidency that bore much criticism and was the brunt of many late night shows and comedians. While there is humor in how and when the comment was made, knowing who “The Decider” in the sales process is critical.
In the construction industry there are several processes used in how buildings are constructed. One is the building or property owner hires an architect to design the building and then the owner hires a general contractor to construct the building. Another process is the design build process. The building or property owner hires a general contractor to construct a building based on a design concept that the general contractor presents. The general contractor hires the architect for the design and creates and controls the construction budget while meeting the owner’s expectations. In the majority of design build projects, “The Decider” is the general contractor.
Failing to understand this process can lead a sales rep or company to lose and lose big. In one instance, a wholesale supplier had the potential for a million dollar sale. The supplier believed “The Decider” was the architect and failed to realize until it was too late that the general contractor ultimately controlled the dollars and thus the product selection. At that point, lines had been drawn and “The Decider” was no longer open to dialog.
The reminder for all of us is to ask those probing questions. Who is making the final decision? What is the criteria for making the decision? What is the most important factor- price, quality or value?
On your next sales call, verify that “The Decider” is actually who you think it is and the odds of closing the sale will increase dramatically.
Regards,
Brian
