In this episode, which is the 46th in David´s CALM leadership series, David continues to take a deeper look at influence. Today, he covers how to deeply understand your customers' needs so you can tailor what you offer to fully meet them. Particularly when you are dealing with a complex sale where there are different buyer influences in play because the decision whether to buy does not rely on a single individual.

He explains how to draw up a buying influencers chart and how to work out whether the buyers are in growth, in trouble, even keel or overconfident mode.

To explore how to get unstuck on your mission, put your purpose into practice and convert your ideas into impact book a discovery call with David here https://calendly.com/david-peoplewithpurpose/30min

KEY TAKEAWAYS

• Influencing as part of a selling process is a core skill for leaders as well as for a salesperson.
• Create a strategy for making the sale.
• Work out who has the most influence when it comes to deciding whether they buy or not.
• Pull together the information each person will want to know before being in a position to agree to the sale.
• Look for your strengths and identify any red flags that might stop someone from agreeing to the sale.
• You need to look at things from the perspective of the buyers. Don´t dismiss their worries as being silly, prepare to address them instead.
• Listen to the language the buyer uses. It tells you whether they are in growth mode and ready to buy.

BEST MOMENTS

‘All influences and influencers in the sale they must be sold to.’

‘You're looking for ways to meet the needs that the customer has got.’

‘They need to believe that you and what you're offering can bridge that gap.’

‘As you go through a sales process, what you're looking to do is to create Win-Win’

ABOUT THE SHOW

People with purpose make a difference. Imagine a world where more people can just get their purpose out of them, into a plan and then actually make it happen. What a world that would be - People everywhere finding meaning and harnessing that to bring inspiration and energy to each and every day, changing lives for the better. But no one ever achieved anything on their own - we all have something unique to bring and that means we all have to play our part - if we want to go far, we have to go together and lead or serve towards a vision of the world we want to see. Everyone has a story to tell, and this show is where these stories come to life.

ABOUT THE HOST

David Roberts is a highly regarded CEO, mentor, and investor with 30 years of experience across multiple sectors. As an intrapreneur and entrepreneur, David has bought, grown, started and sold several businesses, working with values-driven start-ups, award-winning SMEs, and multinational corporations on strategies for service excellence, leadership, and profitable growth. David’s passion is for purpose and creating an environment where everyone can succeed, through building teams that get things done, execute on their mission with passion, deliver exceptional service and really make a difference.

ARTWORK CREDIT

Penny Roberts - https://www.instagram.com/penpennypencils

CONTACT METHODS

LinkedIn - https://www.linkedin.com/in/david-roberts-nu-heat/

Facebook - https://www.facebook.com/DavidRobertsPeopleWithPurpose

David’s Facebook - https://www.facebook.com/dave.roberts.5076798 

Instagram - https://www.instagram.com/davidcroberts_/

Email - [email protected]