Why Most Salespeople Ignore the Paper-Path and Why You Will Never Fall into that Trap
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Your path to a closed sale is filled with personnel who have an official stake in the approval process; they must sign off and personally approve your champion's requisition as it passes through the company's internal procurement process. Far too many salespeople wait too long to begin to understand who these critical decision makers are, finding too late that someone has "popped up" in the decision who is not ready to approve it.
In this course
You will develop a strategic approach to mapping the paper-path and profiling the decision makers on it and what you need to do to ensure you get a "Yes" from each.