Qualifying: Buying Influencers and Complex Sales

Identifying which opportunities to pursue and which it's better to pass on is a skill which every salesperson needs to know. In each complex sale there are four vital buying roles - many may play one or more decision-making roles. In this lesson, you will understand the role of each buyer and discover how to sell to all four buying influencers in order to build a solid strategic foundation. You will also understand the three points of entry to gain access to buying influencers.