From the course: Sales: Closing a Complex Sale
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Identify key stakeholders
From the course: Sales: Closing a Complex Sale
Identify key stakeholders
- Sometimes, navigating the stakeholders in a complex sale can be as difficult as finding the right person to help you at your neighborhood Big Box Hardware store. There are people wearing the blue vests everywhere, but none of them seem to have the complete answer. In complex sales, and I will keep this in general terms versus industry-specific, there are four key teams of stakeholders. The first team you must identify is the decision-making team. These are the key players who have a vested interest in the solving of the problem, and the authority to say yes to you. This could ultimately be one person, but more than likely in our complex sales scenario, it will be multiple people. The second team is your influencer team. The folks on this team won't have direct-buying or decision-making authority, but will have significant input and opinion on the process. Many times sales professionals will mislabel a decision-making team member with an influencing team member. The reason for this…
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