CLOUT (Differentiation by Selling to Authority with Authority.)
The more skilful you are at getting top decision makers involved in your sales
process the more sales you will close. In addition your sales cycle will be shorter
and your deal size will be larger. This presentation illustrates how to gain
audience with the person who has Purchase Authority
and Budget Control. (P.A.B.C.)
Areas of Differentiation covered include:
- How to create the warmth of a referral in its absence.
- How to successfully engage gatekeepers.
- Who's who? Understanding the Labyrinth of Influence
and Authority (L.I.A.).
- How to establish Business Equality with C-Suite decision makers, and understanding
how they think and what they expect from those they give their loyalty to.
- How to leverage the Trends, Issues,
Threats and Opportunities (T.I.T.O.) your prospects
face to capture their attention.
- Ask the right questions – not the wrong ones – to avoid
finding yourself on the outside looking in!