Understanding, Selling to High-Level Decision Makers

摘要

High-level decision makers (HLDMs) think differently than other people involved in the decision process. Since HLDMs create funding for ideas they like, it behooves you to understand how these decision makers think.First, they are long-term thinkers. For HLDMs, value is the long-term outcome of a decision, not the short-term acquisition price of a product. Purchasing agents buy price; HLDMs buy outcome.