Successfully Influencing Your Client's Decisions

It is vitally important that, as sales people, we are able to influence our clients’ buying decisions. Not only that, we need to be able to influence those decisions as early as possible in order to make sure they work in our favour and so that we can support the client to the best of our ability whilst offering a product/service that cannot be bettered elsewhere. If that is to happen, we need not only to understand how decisions are made within each client’s organisation but also to become an integral part of each Decision Making Unit.


OBJECTIVES:

By the end of this session group members will be able to:

·       Name the roles within any Decision Making Unit.
·       Recognise who sits where in Decision Making Units within their own accounts.
·       Understand the importance of building trust with Gatekeepers in order to become a Key Influencer.
·       Build and control Virtual Networks between their company and their client’s.


KEY KNOWLEDGE DIVIDENDS to group members:

By understanding the decision making process within your client’s organisation you will be able to influence buying decisions in a way that will work in the favour of you and your organisation.

Considering how decisions are made in organisations means we are able to:

a)     Understand the importance of influencing buying decision as early as possible.
b)     Recognise that a single person can adopt several roles within the Decision Making Unit.
c)     Comprehend why decision making is not a linear process.
d)     Appreciate the strength to be gained from a multi-stranded infrastructure that passes between our own and our client’s organisation.