Another very important skill in selling YOURSELF and your services is one that very few people who start their companies really understand. It is the ability to identify, recruit and leverage politically powerful people to influence buying decisions.
In many companies, most decisions are informed by the personal and business agendas of a few powerful and influential people, rather than a system whereby everybody involved gets an equal vote.
People who learn how to find the really powerful people within medical clinics, hospitals and other organisations, who really understand what those people are looking to gain out of an initiative, a project, or some type of a new business direction, and who can then appeal to their personal and business goals, are usually the ones who can turn buying decisions in their favour.
This is a pretty advanced selling capability. To consistently pull it off requires a lot of experience and plenty of insight into how organisations really work and how people think. Those who have figured out how to do this generally tend to win more business and grow at a significantly quick rate.
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