Category: Salespeople, Sales Leaders, and Business Owners
The most successful salespeople I know always have an IDEA of who they are selling to. IDEA is an acronym standing for Influencer, Decision Maker, End-User, or Approver. You have to know the role of each contact within their organization if you hope to make a sale. You will learn the four areas of focus for all business owners today. In addition, you’ll learn how to use metrics ($, # or %) to cost-justify your solution…even if it’s more expensive. Lastly, you’ll get introduced to our VALU (Follow-up) email template to ensure buyer and seller alignment as well as how to create a sense of urgency with your buyer.