III. Prospecting (Internal penetration/External new business)
A. Profile - Identify Key Decision Makers

Calling on the "right people" in the right companies is not always as easy as it seems. Sometimes it can seem like you're getting the run around, when you're really not. This module will help you identify the buying influences by the types of decisions they make in your sales process. For example, select a prospect. Do you know who will make the decisions regarding performance specifications, "cost-to-use," return on investment, total cost of ownership, credibility and user friendliness? (SDQ Code III. A.)

Performance Objective: Can identify by function, the decision makers who influence the sale.

Learn how to:

  1. Identify by function, then by title, the decision making influences in each customer profile category
  2. Know the types of benefits each decision maker is most interested in based on the role they play
  3. Understand the logic behind contact sequence strategies

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