Gaining Consensus
Sales where only one person is the decision maker are increasingly rare. Typically, many more people are involved. it is your job to get them to agree on adopting your product or service. This five-part course shows how to guide of a diverse group of stakeholders with different opinions toward a unified "yes".
Prerequisites: Knowing the Customer's Buying Process, Hidden Competitor, Insight Selling
Prerequisites: Knowing the Customer's Buying Process, Hidden Competitor, Insight Selling
Keywords: sales, selling, salesperson, stakeholder, consensus, buyer, Customer, buyer's perspective, competition, Insight
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Gaining Consensus
Gaining Consensus 1 - What is Consensus and Why is it so Important?
Defines 'consensus' and the impact of multiple stakeholders in the buying room
Gaining Consensus 2 - The Challenges of Gaining Consensus
Focuses on some obstacles to consensus and what salespeople need to consider as they think about the buying room
Gaining Consensus 3 - How to Gain Consensus
General steps to take to work toward consensus, including how to identify a change champion who can work internally on your behalf
Gaining Consensus 4 - Gaining Consensus in Why Change? and Change to What?
Specific approaches and actions to take when working with a stakeholders on the right side of the Buying Clock
Gaining Consensus 5 - Gaining Consensus in Change to Who? And Commit to Change
Specific approaches and actions to take when working with stakeholders on the left side of the Buying Clock
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$14.95 ( Per License )
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