Some sales are straightforward: You know who the decision maker is and how he or she will make the decision. But most sales – especially big sales – are anything but straightforward.

Often there is no “ultimate decision maker.” You’re facing multiple stakeholders – none of whom have the power to unilaterally say yes – but any of whom could sink the deal. You may not have to get all of them on your side. But to win the sale, you must build consensus within this group.

In this Quick Take, you will learn:

  • Why the person with the biggest title isn’t necessarily the key to the sale
  • Why the person who brought you into the sale may not be able to help you close it
  • And how to identify the type of stakeholder who will be essential to winning the sale

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Rapid Learning Institute (RLI) provides online training and talent development tools for businesses, government agencies, nonprofits and educational institutions in the areas of sales, leadership and management, human resources, employment law compliance, and workplace safety.