Salespeople are accustomed to pre-call preparation – defned as researching the company, its trends, its competitors, etc.. They’ve mastered the organization, but what about the people making the decisions? After all, companies don’t buy anything…People do!
Sales Architects can help your salespeople master their buyers through the development of your Buying Player Profile Matrix sales tool which includes:
Buying Players: Anyone and everyone who influences the sale of your solution
Role: Which of the four potential buying roles they may play in the process
Language: The terminology associated with each buying player’s job function
Workplace Challenges: What is keeping them buying player up at night
Education: What the salesperson can learn from each buying player with respect to facilitating the sale
Synergy: The connection between each buying player’s challenges and the solutions you provide
Priority: Why each buying player should address the identified issues right now
Information is mined from your team in a workshop setting. Sales Architects uses the data to create your unique Buying Player Profile Matrix – the most powerful sales tool you can put in the hands of your sales team. The tool is used for pre-call planning, account strategy development, finalist presentations, and contract negotiation.
Learn more about the two most powerful words in sales in this brief video.
This is a great session to include as part of your next sales meeting.
