Consensus Building in Sales
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Questions and Answers

Who are the key players typically found in a buying committee?

  • Users and Decision Makers
  • Users and Managers (correct)
  • Managers and Influencers
  • Influencers and Decision Makers

    • What is the average number of people involved in the buying committee for an average sale?

  • 3.2 people
  • 9.1 people
  • 7.6 people
  • 5.4 people (correct)

    • Why is it crucial to engage all relevant stakeholders in a buying committee?

  • To secure consensus (correct)
  • To speed up the decision-making process
  • To minimize the influence of front-line personnel
  • To reduce the chances of losing the deal

    • What role do Managers play in the decision-making process within a buying committee?

    <p>They make recommendations regarding what to purchase and what to avoid</p> Signup and view all the answers

    What is the importance of understanding the roles of multiple stakeholders in a buying committee?

    <p>It is crucial for closing deals and driving business growth</p> Signup and view all the answers

    Who are the key players in a buying committee, according to the text?

    <p>Users, managers, tech buyers, economic buyers, and purchasing personnel</p> Signup and view all the answers

    What is the role of a champion within the buying committee?

    <p>To champion the salesperson's solution internally and obtain buy-in from other stakeholders</p> Signup and view all the answers

    What does the text suggest about seeking individual buy-in when building consensus?

    <p>It diminishes the likelihood of closing a deal</p> Signup and view all the answers

    What is the strategy of 'multithreading' in the context of navigating a buying committee?

    <p>Establishing a point of contact (champion) and leveraging their influence to build consensus among stakeholders</p> Signup and view all the answers

    What is the key to successful consensus-building, as per the text?

    <p>Collectively driving group agreement toward a single recommended solution</p> Signup and view all the answers

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