KEEPING THE FUNNEL FULL: The Definitive Authority on Solution Selling by Don Thomson

Author:Don Thomson [Thomson, Don]
Language: eng
Format: mobi
Publisher: Mardon Publishing Inc.
Published: 2011-04-10T14:00:00+00:00

Figure 14 DMP Knowledge Box

Influence of DMP Members

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Face-to-face calls are the best way to understand the DMP

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The influence pattern differs in each DMP group, and can be complex. Understanding how DMP members interact requires much thought and hard work.

The organization chart – a good starting place to determine how DMP members influence one other – is not always easy to obtain, and some companies don’t even have one. The sales professional may need to piece together the organization chart much like a jigsaw puzzle. Every time you make a new sales call, you need to understand how that person fits into the puzzle. Suppose your first call is on a Senior Executive. In your questioning, you learn the names of two subordinates you need to meet. You now have three pieces of the puzzle and can initialize the organization chart. Keep adding more names after each sales call. The best way to understand the organization and how the DMP members influence one another is to make many face-to-face calls.

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