As you already know, access to a decision maker is vital. When a salesperson doesn’t have access to a decision maker, it’s usually because they simply haven’t asked for it. But of course, you would certainly be more comfortable with asking if you know that you’re in a position to do so. That is, if prior […]
Why measure power? Because power people can buy. They can make the buying decision. If they want what you have, they can take you anywhere in the company – and they will. It helps too if the power person perceives that the seller has the ability to commit to their company and its resources. That’s important.
Most salesmen feel powerless, especially at the end of the sales cycle. When the customer enters the risk phase, things seem to drag and nothing happens. The salesman’s power to advance things has vanished.How can we salespeople act and feel like we are in power?