Brain Food: Your route to the top - Selling at scale

Zoom out. Think strategically about the system you are selling into.

Avoid jumping straight to tactics, such as how to close the deal. You need to know who to deal with first.

Figure out who holds the purse strings. Who might say 'no' when everyone else says 'yes'? If you are unsure whether you are dealing with the final buyer, ask: 'Is there anyone at a senior level whose approval we need?'

Secure a supporter. You need someone who has credibility with the key buyer and believes in your solution. Keep them up-to-date with the details of the deal. Choice words from them will keep your solution at the front of the minds that matter.

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