Define the factors that affect the Degree of Influence, ranging from internal politics to organizational changes.Differentiate the varying Degrees of Influence for each Buying Influence.Learn why an uncovered base with any Buying Influence could give your sale to the competition. ![]() Avoid the common dead end by focusing on players' roles, not their titles.Define your position on the Euphoria-Panic ContinuumÄefine the Players: The Four Buying Influences.Determine how you feel right now about closing this Single Sales Objective.Clarify your current position by defining a Single Sales Objective for every opportunity.Identify the most critical changes in your selling environment. ![]()
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