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 establis...
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