PERPETUAL MENTOR (Portfolio Edition) Buyer's Roster: "All Buyer's Not Equal"
It's normal to be overly impressed with various Buyer's titles and responsibilities
Rather, you would do well to assess the Buyer's role in your sales process
Start by assigning all of Buyer's people as: positive to you, neutral or negative
Then label all the Buyer's people by their perceived 'role' in your sale
Lastly, prioritize roles based upon each player's impact on selecting the winner
Select this product to advantage your execution by refreshing: 9 roles with labels for mapping the Buyer's team 1 role whose player must be kept secret and why 1 role where the holder can say "no" but not "yes" 2 roles that appear as ultimate decision power 1 question to measure success with each player Estimated 00:02:45 to use. Perpetual Mentor timings are approximate.
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