Return to Step One
Step 1: Pick a Problem - Step 2: Pick a Reason - Step 3: Explore Solutions
Our Recommendations
Provide sellers an approach for identifying and visually depicting how business issues at a lower level in a prospect organization roll up and impact / cause business issues at the higher decision-making levels thereby giving them confidence via a clear picture of how to approach decision-makers while providing logic by which to negotiate with their contacts as to why they should give them an introduction to "power"
Provide sellers an approach for tracing pain throughout an organization as a mechanism for linking several "buyers" with different business issues and agendas together in a single view in the hopes of creating synergy around moving forward in a mutual manner
Leverage an approach of uncovering and managing each buyer's evaluation criteria in the context of one "sales" project plan where all stakeholders could approve a draft plan including a timeline of events and key decisions intending to satisfy each of their proof and buying requirements but developed by the seller so that he/she maintains control of the buying and evaluation process
Additional Questions to Consider
- Does the issue exist because sellers are uncomfortable talking to "higher levels", they don't want to go around existing contacts or they don't know how to negotiate for access?
- Are sellers having difficulty because they can't discuss issues and position value at higher levels in the organization?
- Is it because there are multiple decision makers in a buying decision? ** If so, how many "buyers" are usually involved in a buying decision?
- If so, how do sellers manage a complex decision-making process today?
Next StepContact Us via the Web to discuss these recommendations
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