There is often more than just one person involved.

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Presentation transcript:

There is often more than just one person involved. The Buying Group There is often more than just one person involved. www.SmallBusinessSolver.com © 2016

When selling, you need to be aware of these different players, who you are already working with, who you don’t have access to, and who you should be speaking with. www.SmallBusinessSolver.com © 2016

The Goal Understand all of the players in a sale. www.SmallBusinessSolver.com © 2016

Discussion: “Who are all your customers?” Who are all the people that use your product or service? Who influences the decision? Who pays for it? Who is accountable for the decision? www.SmallBusinessSolver.com © 2014

Key Points The initiator The influencer The decider The buyer The user The gatekeeper Example What not to do Your next steps Wrap up www.SmallBusinessSolver.com © 2016

Grab your worksheet and follow along. www.SmallBusinessSolver.com © 2016

Initiator www.SmallBusinessSolver.com © 2016

Influencer www.SmallBusinessSolver.com © 2016

Decider www.SmallBusinessSolver.com © 2016

Buyer www.SmallBusinessSolver.com © 2016

User www.SmallBusinessSolver.com © 2016

Gatekeeper www.SmallBusinessSolver.com © 2016

Discussion: “What do your customers care about?” What does the decision maker care about? What does the payer care about? What does the end user care about? What does the gatekeeper care about? www.SmallBusinessSolver.com © 2016

How Does It Work? Consultant Buying Group Role People’s Names Concerns Initiator Sonya Being rewarded Moving it forward Being allowed to recommend ideas in future Influencer Thomas Best solution for money based on their criteria of: New ideas and future of business Decider Rakesh Minimal risk Team is behind decision Buyer Susanne - Following their process or following yours properly User Harold Easy Effective Gatekeeper Pete Helping external people navigate the system www.SmallBusinessSolver.com © 2016

Top Mistakes To Avoid Thinking that the first person that you are speaking to is all that matters Thinking that only one person matters Not taking into account everyone’s needs www.SmallBusinessSolver.com © 2016

Now What? The bigger the company, the more people involved in a buying group. Each role is concerned about different things. Two or more roles could be held by one person. One role can be held by many people. www.SmallBusinessSolver.com © 2016

How does this work for your business? Worksheet How does this work for your business? www.SmallBusinessSolver.com © 2016

Discussion: “How do you make sure you address everyone’s concern?” Do you need to run reports or have some sort of tracking capability? Do you need to reduce risk through a performance piece, a payment plan, or other mechanism? Do you need to help with implementation, training or communication? www.SmallBusinessSolver.com © 2016

Key Points The initiator The influencer The decider The buyer The user The gatekeeper Example What not to do Your next steps Wrap up www.SmallBusinessSolver.com © 2016

The Goal Understand all of the players in a sale. www.SmallBusinessSolver.com © 2016

There is often more than just one person involved. www.SmallBusinessSolver.com © 2016