Source: eGrabber Newsletter
The current economic situation has forced a change in decision making scenarios across almost all organizations. Gone are the days when a single person could make a buying decision. Today, with the stakes so high, companies have resorted to consensus-based buying. You need to get OKs from multiple stakeholders to close a deal. This means you have to change the way you sell.
Train yourself to get better at selling to multiple stakeholders. Save time by involving others in their company right from the start of the selling process. Depending on what you sell and who is interested in it, you might suggest meetings with your prospect’s boss, coworkers (peers), financial executives, technology evaluators, etc.
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