Buying Influences
This indicates that there is critical information missing or you are uncertain about some information.
What is a Red Flag?
One in which many people must give their approval or input before buying decision is made.
What is a Complex Sale?
This person gives final approval to buy your product, service, or solution.
Who is the Economic Buying Influence?
The process of collecting and analyzing information to develop and implement a successful sales strategy for a Single Sales Objective.
What is Strategic Selling?
These are your buying influences.
Who are Economic Buying Influence, Technical Buying Influence, User Buying Influence, Coach?
Strengths & Red Flags, Buying Influences, Win-Results, Competition, Ideal Customer Profile, and Sales Funnel
What are the key elements of strategic selling?
These modes are a buying influences’ perception of a need for change.
What is Growth, Trouble, Even Keel, and Overconfident?
These are what you identify to build a strong strategy?
What are strengths and red flags?
These are varying degrees of influence the Bis have for each Single Sales Objective.
What are Low, Medium, High degree of influence?
This must be defined, measurable and tied to a timeline.
What is a Single Sales Objective?