Remember the three elements - project success, personal results, and social fears. How will you get these points across and who will talk about them? This has to be orchestrated.
I usually have a chart with each person’s name, position, power level and to whom that person reports. I then have an area reserved for the answer to the above question, “What will it take to win this person’s vote?” Until I can fill that in completely with confidence - I’m worried and looking for more information. The higher the power level, the more worried I get.
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April 30, 2009
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This takes patience and discipline, which most of us in sales are not born with but if we are to rise to the highest levels we must develop these skills. That's why coaches and consultants are so vital to a sales person's success.
Posted by: Wes Schaeffer | May 10, 2009 at 04:15 PM