Course details
The relationship map is a tool for B2B (business-to-business) salespeople assigned to major accounts or responsible for closing large, complex business deals.
Maps are especially useful when there are numerous participants in the sale with unique roles and levels of involvement. A best practice in B2B selling is creating and maintaining a relationship map for every large sales project. Maps cover key information about every customer contact and their role in the purchasing process.
Relationships maps can help you clarify what you do and don't know about each player in the purchase decision. You can identify patterns and issues in the decision making process, and craft a comprehensive relationship strategy to close the deal.
Relationship maps increase your hit rate on big projects, and help you shorten your sales cycle by focusing on the right people and the right issues. They help you anticipate negative political dynamics and avoid unpleasant surprises.
This course helps you master the discipline of creating relationship maps. We take you through an actual case example, and show you the seven steps of creating, analyzing, and designing sales strategies for wining large sales projects.
Included in this course: 65 page course, 12-question quiz, 13 page case study, pdf copy of course; one-page pdf of 7-step relationship mapping process.
Updated on 30 December, 2017