In the typical sales model most use, it boils down to qualifying the prospect, demoing the solution, offering the proposal, and closing the sale. It does not follow the asymmetric model that the buyers use. Therefore, our process needs to adapt to the buyer’s process. And the silent agency.
In our efforts in creating a customer-centric sales process, we consider the buyer and their needs. Those needs often include providing information to an unseen and unheard “influencer”. They’re impacting the decision, but more than likely, stay behind the scenes. It’s even MORE critical for us to make sure that we are educating the buyer. In turn, this gets back to the silent agency of decision-makers involved in the recommendation and selection. Communicating with your contact is essential. They are your insight into what additional information is needed for you to provide to successfully close the sale.
If you have questions, or would like Span the Chasm to help your team with silent agencies, reach out to us. We’d love to have a conversation with you!
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