The Complex Buying Team

Here's a sample from
the "15 Biggest Mistakes" report:

Rule 7: Do they identify enough of the customer's buying criteria before they present.

Studies show that the more buying criteria on the customer's mind, the less important is any single one (such as price) is to the purchasing decision.

Here's a sample from
the "10 Biggest Mistakes" report:

Rule 7: Failure of the 80/20 rule:Spending 80% of your time with the bottom 20% of the sales people.

(key: Spend time with the middle group, "emerging contributors")

The Complex Buying Team

If your sale involves more than one decision-maker, you're selling to the "Complex Buying Team." To win, you've got to identify all the decision-makers, determine their position on the team (Gatekeeper, Integrator, Virtual Authority, User, Power Broker = GIVUP), and identify where each decision-maker is on his/her buy-learning wheel. Then, simply apply the applicable sales role to advance the buying process and win the business!

The Complex Buying Team

"I've seen first hand in our sales force how Kevin Davis' approach enables salespeople to win the big sale."

John Derham
Senior Vice President of Sales, BellSouth Business Systems

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