How many times do sellers take the same approach with every potential customer? Too many sales people fail to recognize that an individual’s job title has very little to do with the perspective they bring to a buying decision. The single biggest indicator of what a decision maker cares about is the role they are playing in the individual decision they are considering. Recognizing and reacting to the differences between these roles has a serious impact on selling success.

YOU WILL LEARN HOW TO:

• Define different buying roles in a decision
• Recognize what role a buyer is playing
• Tailor your messaging to the targeted buyer role

ABOUT OUR SPEAKER

Tom Snyder is the founder of Funnel Clarity; a training and consulting company formerly known as VorsightBP. His passion is helping companies achieve measurable sales performance improvement. He is a sought after international speaker and was named one of the Most Influential Sales Leaders. He has authored two McGraw Hill best sellers, Escaping the Price Driven Sale and Selling in a New Market Space.