If you’re selling to the Complex Buying Team, the criteria that each decision maker considers important will be different.
*Remember: if your sale involves more than one decision-maker, you’re selling to the “Complex Buying Team.” To win, you’ve got to identify all the decision-makers, determine their position on the team (Gatekeeper, Integrator, Virtual Authority, User, Power Broker = GIVUP), and identify where each decision-maker is on his/her buy-learning wheel.
You’ll be in the strongest competitive position by considering each decision maker’s criteria, identify at least three reasons why you’re the best choice that will appeal to the different decision makers, then decide on the best sales combination for each decision maker.
