Complex Buying Team
If your sale involves more than one decision-maker, you're selling to the "Complex Buying Team." To win the complex sale, you've got to identify all the decision-makers, determine their position on the team (Gatekeeper, Integrator, Virtual Authority, User, Power Broker) and identify where each decision-maker is in the buy-learning process. Then, apply the applicable sales role to advance the buying process and win the business!
© 2003 TopLine Leadership, Inc.
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"I've seen first hand in our sales force how the Getting Into Your Customer’s Head approach enables salespeople to win the big sale.”
Senior Vice President of Sales
BellSouth Business Systems |
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