EPISODE · Aug 9, 2023 · 14 MIN

#154 - So findest du den Entscheider

from Software Sales Formula | IT & SaaS Vertrieb mit Jiri Siklar (Sales Gym) · host Jiri Siklar

B2B-Einkäufe sind komplex und wir wissen, dass die Zahl der am Kaufprozess beteiligten Stakeholder ständig zunimmt. Daher ist es nicht ungewöhnlich, wenn du hörst, dass du nicht mit der richtigen Person sprichst. Generell würde ich dir raten eine Power Map bzw Org Chart anzulegen und verstehen, wer die Entscheidung mitbeeinflusst und wer der Economical Buyer ist. Sollte der Einwand rund um Person oder Entscheider kommen, habe ich hier für dich ein paar schlagfertige Antworten. Download - Objection Handling Framework: https://subscribe.jirisiklar.com/5hootc60d8 Download - Antworten auf "Entscheider Einwand: https://subscribe.jirisiklar.com/38qluw09to eBook - Selling to big fish: https://subscribe.jirisiklar.com/sellingtobigfish DEAL Podcast auf Youtube: https://www.youtube.com/channel/UCdJzkACbkKvuQQNFthG3grw Jiri`s Webseite: https://www.jirisiklar.com/ SDRs of Germany: https://www.sdrsofgermany.com/ Schreibe eine Bewertung: https://lovethepodcast.com/deal Sag Hallo: [email protected]

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#154 - So findest du den Entscheider

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