CHAPTER 2
Mastering the Politicsof Selling to MultipleDecision Makers
It’s happened to all of us. We put in a lot of time and effort into a sale, and then at the eleventh hour that sweet sure thing disintegrates. Often the cause of these failures is a lack of mastery over the politics of the complex sale (one involving multiple decision makers). I once completed a successful sale, and delivered a well-received training workshop to the client’s major account salespeople. Though the workshop got excellent reviews, an anticipated (and much larger) second sale to the same client fell through. Why? There was an executive who had ruffled feathers because he hadn’t been involved in the decision to hire my company.
In my business, and I suspect in yours ...
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