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If you can’t convince the buyers that you and your team can navigate through their organization, then you can’t sell...and the best tool to guide your efforts is a Stakeholders Analysis.
The sales staff should be able to communication the vision of how things could be, but you – the specialist, internal consultant or subject matter expert – will show the buyer how to get there. Expect questions like “How will this change impact my people?” You’ll hear, “How much of my people’s time will this implementation take?” Or some form of, “How will we convince [insert group here] that this is a good idea?’
You must answer clearly and concisely, and a good stakeholders analysis will help you do so, both in the sales meeting and during your work with your customer.
This course is designed for technical people who are frequently in front of customers. Participants will learn the logic and process for a robust stakeholders analysis, along with a template designed for presentations to senior management.