Establish relationships with decision makers from "summary" of The New Strategic Selling by Robert B. Miller,Stephen E. Heiman,Diane Sanchez,Tad Tuleja
To succeed in strategic selling, it is imperative to establish relationships with decision makers. These individuals are the key players who hold the power to make purchasing decisions within an organization. By building strong connections with them, sales professionals can gain valuable insights into their needs, preferences, and decision-making processes. One of the first steps in establishing relationships with decision makers is to do thorough research on them. This includes understanding their roles within the organization, their goals and objectives, and any challenges they may be facing. By demonstrating a clear understanding of their business and industry, sales professionals can establish credibility and trust with decision makers. Once a foundation of knowledge has been established, sales professionals can begin to engage decision makers in meaningful conversations. This involves asking thoughtful questions, listening actively to their responses, and offering solutions that address their specific needs. By demonstrating a genuine interest in helping decision makers achieve their goals, sales professionals can build rapport and credibility with them. In addition to engaging decision makers in meaningful conversations, it is important to demonstrate value throughout the sales process. This may involve providing insights, data, or case studies that showcase the benefits of the product or service being offered. By highlighting the value that the offering can bring to the organization, sales professionals can position themselves as trusted advisors to decision makers.- Providing updates on progress, and addressing any concerns or objections that may arise. By demonstrating a commitment to serving the needs of decision makers, sales professionals can solidify their relationships and ultimately increase their chances of closing the sale.
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