The main objective of this session is to help you understand the importance of weaving a web of influence. By the time the session is over you will understand: the pyramid of power, the problem positioning and solution targeting grids, how to weave a web of influence, and the importance of leveraging gatekeepers.
Why “Weaving a Web of Influence” Matters:
Weaving a web is critical if you want to be successful in sales today. You cannot depend on selling to one person in an organization.
You have to weave a web wide so that you can protect yourselves when they become a client, and you can increase the chance of them becoming a client by improving your close rates.
- Weaving the web through multiple departments so that you can justify the expense both from a client-retention standpoint, as well as an acquisitions standpoint.
- Have a script that is very polished and very professional, and that doesn’t sound scripted.
- Our research shows that on average you need to get somewhere between two to three times return on investment to make it easy for someone to buy.