What action should a salesperson take when meeting with a negotiator instead of the actual buyer?

In a situation where a salesperson is dealing with a negotiator rather than the actual buyer, it is crucial to establish direct communication with the buyer who ultimately holds the decision-making power. Requesting a meeting with the buyer helps ensure that the salesperson can convey key information, build rapport, and address any concerns that the decision-maker may have. This action is essential for establishing trust and ensuring that both parties are aligned on the goals of the negotiation.

By involving the buyer directly, the salesperson can present their value proposition more effectively and negotiate terms that are favorable for both sides. This approach facilitates a clearer understanding of the buyer's needs and priorities, which can lead to a more successful sale and a stronger relationship overall. The focus should always be on engaging with those who have the authority to make decisions and finalize deals, which underscores the importance of this strategy in the sales process.