You know you’ve hit this roadblock before. Even the most seasoned salespeople can get caught up in the momentum of a motivated buyer. The catch always boils down to the decision-maker. Or makers. Consequently, let’s take this time to review a steadfast rule of closing sales: Stakeholders are required.
Stakeholders Are Required
We’ve talked about the sales champion. The authority that helps keep the floodgates open for your sales presentations and communications. You know who to include in all communications and presentations. However, the crux of the matter is when you are missing a stakeholder. It takes a sales process from rounding third and heading home back to ensuring you run through first to stay in the game.
Check out the video. Steve candidly discusses a recent experience where precisely this happened. See how he was able to save the sale and created opportunities for growth along the way.
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Targeted at sales leaders, Span the Chasm blogs wisdom from the trenches! Visit spanthechasm.com/blog to read about his insights into all things sales. Leaders are readers who drive sales success!
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