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Find the Floating Decision Maker
The person who has the final say in the buying process is not the same in every sale — they "float" throughout an organization. To correctly identify this critical player in the buying process, ask yourself how the sale is likely to be perceived in terms of these four variables.
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The Dollar Amount of the Sale.
Generally speaking, the higher the dollar amount, the higher the Economic Buyer role will float.
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Business Conditions.
Hard times cause the Economic Buyer role to float upward. The reverse happens when the economy is good.
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Experience with You and Your Firm.
For a first sale in a new account, you should look upward in the organization for final approval. Once you've established a positive track record, you might be able to get final approval further down the corporate ladder