Posted in Sales Skills by Matt
March 21st, 2011
For every sales opportunity to be successfully closed a decision to buy needs to be made by the client. At times this decision may involve only one person, like when buying a coffee. In the case of more expensive products, like a global IT solution, many people will be involved like the CEO, the Head of IT and the Heads of Department. Within sales that involves many decision makers. It is your role to map out these decision makers to give yourself the best chance of success.
We often use a tool we call BITE in our sales training – a sales tool that will help you and your team achieve wider and deeper customer relationships. BITE ensures that your ties are strengthened between you and the client.