Identify key players in the customer’s organization from "summary" of The New Strategic Selling by Robert B. Miller,Stephen E. Heiman,Diane Sanchez,Tad Tuleja
Identifying key players in the customer’s organization is crucial for successful selling. These key players are the individuals who have the power to make decisions that can impact the sale. They are the ones who can say “yes” or “no” to your offering. Without knowing who these key players are, you risk wasting time and resources chasing after leads that may not lead to a sale. Key players can come in various forms within an organization. They can be decision-makers who have the authority to approve or reject a purchase. They can also be influencers who may not have the final say but can sway the decision-making process. Additionally, key players can be gatekeepers who control access to other decision-makers. Identifying all these key players is essential for navigating the complex landscape of the customer’s organization. One way to identify key players is through thorough research. This involves gathering information about the customer’s organization, such as its structure, hierarchy, and decision-making processes. By understanding how the organization operates, you can pinpoint who the key players are and how they fit into the larger picture. This knowledge can help you tailor your sales approach to each key player, addressing their specific needs and concerns. Another way to identify key players is through networking. Building relationships with individuals within the customer’s organization can provide valuable insights into who the key players are. By engaging with employees at different levels, you can uncover hidden influencers and decision-makers who may not be immediately apparent. Networking also allows you to establish rapport with key players, making it easier to navigate the sales process.- Identifying key players in the customer’s organization is a fundamental aspect of strategic selling. By knowing who holds the power to make decisions, you can tailor your sales approach to effectively engage with each key player. This targeted approach increases your chances of success and ensures that you are focusing your efforts on the individuals who matter most in the sales process.
