April 2, 2024





As salespeople we are constantly involved in helping others to solve problems and achieve their goals. Sometimes it could be very simple and conclude successfully for all parties involved in just a few minutes. Other times, the process could go on for extended periods of time. There are instances where you as the salesperson are 100% certain that your proposed solution will absolutely work. And yet, your prospect hesitates and won’t make a decision. Your prospect who is the decision maker says, “I need to think about this. I will get back to you in a couple of weeks.” Or “I have to talk it over with others.” You know from your meetings that there is agreement that your proposal will do the job. And you know your prospect knows this also. So why the unwillingness to pull the trigger?

Decision makers come in many types. By understanding the type of decision maker you are dealing with, the better you will be able to prepare them when it comes time to ask for the order. It is a skill to be able to recognize the decision-making characteristics of your decision maker. What type of decision maker are you selling too?

Decision-Maker types

  • Rational
  • Intuitive
  • Emotional
  • Risk-averse
  • Risk-seeking
  • Analytical
  • Intuitive
  • Autocratic
  • Participative
  • Adaptive
  • Decisive

There are many books and articles that describe the characteristics of each of these types of decision-makers. They do have some varying viewpoints. There are golden nuggets in all of them. I encourage you to use your favorite search engines and read many of the publications on this topic. The earlier in the process you can identify the type of decision-maker you are working with, and understand the relative attributes, you will know what questions to ask and how to speak to that person. That person will become comfortable with you. As long as you have a viable solution that checks all the boxes, you will be in a better position to help your prospect make a decision when you ask for the order.

I am interested in your thoughts and stories. Please tell me by sending me an email, Phil@BeenThereCS.com.

In the subject line type: “Decision Makers”

Using just your first name, I will share your insights on the blog page of my website: BeenTherecs.com This way others can benefit from your insights and experiences.





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You Must Write a Book








Many of you have told me that you are thinking about writing a book. Some of you are in the process of writing. The questions I have for you are, “What do you want your book to do? How will you measure the success of your book?” If the answers to those questions are important to you, then you must learn from an expert, highly accomplished author, entrepreneur, and coach. My friend and mentor, Honorée Corder is that person. The first step is purchasing her series of books, and when you are ready, her courses. I have done this myself. I don’t know how I could have done it without them. Here are the links:

You Must Book Business Series






Empire Builders Masterclass


Join the Advance Reader Team
“Handling Objections, Clues for Closing The Sale”
Would you like to be a member of the “advanced reader team” for my new book to be released in the coming weeks?







Contact me and in the Message box https://beentherecs.com/contact-us/.  Tell me that you would like to be on the Advance Reader Team. I will add you to the list. Approximately two weeks before the release date, you will get an email with a link on how to read the book. My ask is that you write a review and tell your friends and colleagues.

BeenThere Consulting Services, LLC

BeenThere Consulting Services is a sales coaching company. Coaching is more than training. We work with your specific sales needs in real-time. We address what is impacting your business now, while creating enhanced processes and developing skills for future success. Our promise is that you will have actionable take-a-ways after each meeting, which will increase your sales and benefit your business overall.

No one program fits every need. We offer a variety of options to meet the needs of those who want to improve their sales.

  • One-to-one coaching: Custom programs designed to meet client’s needs.
  • BeenThere Sales Coaching Hour: Group Coaching focused on specific topics and skills development.
  • BeenThere/SoldThat Mastermind SB: High-end group coaching for small business owners, where members work together to solve problems for themselves and others.

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