If you are challenged to access and sell decision-makers and C-Suite executives, this course will provide a strategy and tools for accomplishment. In today’s marketplace, many decisions are made by committees, often involving 3-10 executives at different levels and functions. Individuals and committees are both difficult to access. Due to work pressure and personal style, many decision makers are almost invisible (to outsiders) and certainly difficult to find and access. Obviously, you can’t sell and win the business without access to key decision-makers and influencers.
That’s why Strategic Multi-Level Selling is so critical. Using Porter Henry’s exclusive Strategic Multi-Level Selling Map, it provides a framework to identify all the players in the account from gatekeepers to decision-makers, along with C-Suite executives who might influence specific purchases. Strategically, over time, the Map enables individual analysis of the executives via sales calls and networking to determine who might be champions, supporters, or even offer resistance.
Most important, the Map provides clues to who can influence others (specifically) as the salesperson works his/her way through the maze to gain access where needed. Like all strategies, developing and updating the MAP is ongoing, but it is invaluable in optimizing sales opportunities as you gain access to the decision-makers and influencers involved in purchase decisions