Networking is critical to win sales

Posted by jspirer under Sales
From http://salestrainingconnection.com 3481 days ago

Networking is simply getting the right message, to the right person at the right time. Fundamentally, networking is about knowing who’s who and having relationships characterized by superior access and credibility. Regarding who’s who, the entry level requirement can be summarized by the following three questions:

1. Which people will be involved in the buying decision?
2. What’s the importance of the role each will play – is Lee Baker the key decision maker or simply a minor influencer?
3. What are the players’ opinions of your company – are they internal champions, adversaries or do they have a neutral position?

If the answer to these questions is in doubt, then the doubt must be removed.