You will need to have the OK of all of them company email list you can advance in the sale process . At what point can the limit be set? What systems can be applied to solve this difficulty caused by not being able to talk to the person who will ultimately be in charge of making the decision? The 3 main difficulties associated with authority The authority poses different company email list to those seeking to close a sale. Specifically, 3 can be distinguished: Identify who really has the decision-making power . Each company has a structure, each sector is different and, depending on company email list company, the buyer person can be one figure or another (marketing director, purchasing manager or general manager, for example). Get to talk to authority . Once you know who the company email list who is going to make the decision is, the challenge before you is getting to talk to them. And here, the problem branches into two: Gatekeeper : is the English expression that defines the person who picks up the company email list and is responsible for transmitting your call to the authority. In carrying out its functions, it acts as a shield that prevents you from contacting the person in charge of deciding . Sometimes he will say that the person is busy, other times that he is not in the office and, in some cases, he can even assure you company email list the authority will contact you as soon as possible. The problem is that it doesn't and you still can't contact that person. Influencers : This is the name given to individuals company email list have the power to influence the authority, although they cannot make the final decision by themselves. They can be one or more people, they can be someone from the same department, usually at a slightly lower hierarchical level; Or it can be a person who has been commissioned to take care of company email list buying process, research, make a selection and present the two or three best alternatives. The problem is that they represent a filter to your exposure that, if you cannot save, you have to company email list. Agree to work with an influencer. When this happens, the main difficulty is that the sales process unfolds. You have to teach the influencer to transmit the same ideas.