Steps That Will Help You Sell To MULTIPLE DECISION MAKERS
Steps That Will Help You Sell To
MULTIPLE DECISION MAKERS
It’s challenging to sell into large, complex accounts with multiple decision-makers and influencers
You never really know how the decision is being made or
who’s making it
• Needs expert or detailed information from others
• Shares the risk by delegating some power to others
• Needs to get buy-in or approvals from others
A multi-level selling situation arises when decision-maker:
“Map” the account by conducting an analysis of
the key players using the following four step process
Identify Decision-Makers’ & Influencers’ Priorities
1
Common Roles Within an Account:
Decision-Maker - Responsible for making the decision
Ratifier - “Rubber Stamp" approver of decision-maker’s recommendations; often a top-level executive
Influencers - Influential on the decision process and/or maker, such as technical experts
Gatekeeper – Can block access to key players; screens out sellers that do not meet minimum specifications
Sell to all decision-makers and influencers, directly or indirectly, to avoid taking unnecessary risks in the selling process
Analyze decision-makers’ priorities to overcome multi-level obstacles and capitalize on selling opportunities
Determine Degrees of Influence2
Determine each person's degree of influence over the purchase decision
To provide structure to the analysis, rank each person as having a high, medium, or low degree of influence.
Additional ways to determine degree of influence:
Use your past experience with the account as a barometer
Identify which influencers' priorities most closely match those of the decision-maker; they’re likely to have more influence
Identify people who are high in personal dynamics
Establish Connections Among Key Players
3
Determine who's connected to whom in the account, either by political, functional, organizational, or personal ties
Questions to Ask: Who?….
Is advancing rapidly in terms of career progression
Has a ‘mentor’ relationship with the decision-maker
Works on committees or special projects with the decision-maker or higher level influencers
Meets with the decision-maker most often
Reports to the decision-maker(s)
Don't forget to consider organizational titles and lines of authority as guidelines in drawing connections
Identify Commitment Levels
4
Identifying commitment levels can be simplified by focusing on two interacting attributes -Receptivity and Dynamics
Receptivity is how the decision-maker or influencer feels about you, your company, and what you have to offer
Dynamics refers to his or her ability to influence or persuade others
To assess a person’s commitment level in this way, rate using High or Low values
Identify Commitment Levels
Obstructionist Champion
Doubter Supporter
High Dynamics
Low Dynamics
High ReceptivityLow Receptivity
Obstructionist - low receptivity, high dynamics. Supportive of the status quo or a competitor, vocally and persuasively. Most difficult to deal with
The Four Commitment Levels
1
2 Doubter - low receptivity, low dynamics. Not supportive, but influence over others is limited
Supporter - high receptivity, low dynamics. Supportive, but not likely to proactively persuade others
The Four Commitment Levels
3
4 Champion - high receptivity, high dynamics. Fully supportive and influential, and willing to take an active role in trying to persuade others on your behalf
Summary – When in a multi-selling situation, map the account and
analyze priorities, degrees of influence, connections and
commitment levels
This will help you save time from selling to non-supportiveinfluencers or inaccessible decision-makers
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