Know Your Buying Team Members & Their Hot Buttons

Know Your Buying Team Members & Their Hot Buttons
Understand how to manage selling to complex, large account selling & the role of an account manger
Navigate the account management process
Utilizing your Company team, the buying team, outside support team
5 Key Buying Team members, their roles, agendas & key issues
Questions to determine who s playing which role on the buying team
Talk the language of each Buying Team Member
Sell to the 5 buying team members differently
Identify account management weak spots/obstacles that weaken selling efforts
Game plan tactics/strategies to eliminate all selling obstacles
Strengthen your leadership and coordination of your company s team selling effort
Be a proactive, not re-active account & relationship manager
Develop trust, strengthen relationships
Eliminate selling at a mid-management level only and increase abilities to sell at higher levels within an account
Use strategies and techniques to bypass blockers without alienating the relationship
Improve your reading of your account, where you stand and the likelihood of winning the sale
Eliminate selling at a mid-management level only and increase abilities to sell at higher levels within an account
Stop selling to non-decision makers
Build a network of high level relationships that enable you to be privy to RFP information earlier in the selling cycle.
Account Action Plan- apply these techniques on an account in your pipeline account in your pipeline