Selling to Key Players

How do I develop strong relationships with key players?

• Identify them as soon as possible.
• Build rapport with them and their subordinates.
• Uncover and address their needs and objectives.

What are the benefits of including key players?

• Doing so allows for a better understanding of customers and their needs.
• Getting everyone involved can often result in larger payback and therefore help justify potentially larger transactions.
• Facilitating multiple points of contact in the organization helps prevent having to start all over if one key player or decision maker gets fired, is promoted, or leaves the company.
• Keeping in mind that the decision maker may have more oversight than the people that are directly involved is a crucial aspect of a thorough approach.
• Doing so saves everyone time in the sales process and allows for a more focused sale.

Overview/Description

Every company has its key players in the purchasing chain. However, position and title do not always indicate who has authorization to make purchasing decisions. Here we examine how to maximize sales opportunities by reaching the right audience.

Target Audience

Salespeople whose job it is to personally sell products or services in a professional, corporate, capacity, along with those in training for such roles.