Work the target.

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In today’s fast passed business market there is often not just one decision maker.Often there are multiple layers of influencers that you need to include in the sales process.Don’t leap frog the process and fall into the trap of presenting your product or solution to someone who isn’t part of the “target”.Start an initial conversation by asking not who,but rather how many people/heads of departments are involved in the procurement process.Once you have this information make introduction appointments then refine your presentation for their specific areas of interest.Sure this may take more time and effort but the rewards will be worth it.

Work the “target” and progress towards the final decision maker by bringing along the influencers with you.

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This entry was posted in B2b, Family, Health, Life, Motivation, Sales, Uncategorized, Weekend. Bookmark the permalink.

1 Response to Work the target.

  1. Thanks for the post; your advice is always insightful and makes your experience evident.

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