People, not organizations, make decisions.
Understanding who you are selling to is just as important as what you are selling.
How much do you want to know about your client? How prepared do you want to be?
It seems like busy work but it is not. You need it to manage your client and get your brain focused on the right things rather than risk not remembering information that you can easily organize. You need it to help other people on your team and in your organization. ...Most importantly, you need it to discover potential and learn things you don’t know.
The 3 essentials to mapping your client and knowing their people are:
- A Map - create an organizational chart and look for the nuances: are your contacts diverse or are you clustered in one small area of the organization? How far away from the decision maker are you?
- Relationship to your Company - Fill out the relational grid in your workbook. Identify those that are your biggest skeptics and learn why.
- Your Psychology Hat - Each person on your relational grid has different ways of working, different ways they want to hear information, different ways they make decisions. Capture these likes and dislikes in a place that is shared with your team
Get over yourself. Forget yourself. The speaker doesn’t matter. How you sound, how you look; when you think it’s about you, you put up a barrier that blocks you from connecting with the client and becomes an unwinnable scenario. When you just let go of you, and throw yourself into your content and the client: that is when the magic happens. That’s when greatness emerges.