The Buying Group
Complicated sales often involve more than one person. This group of individuals is called “the buying group.”
When selling, you need to be aware of the different players in the buying group. You need to know with whom you are already working, to whom you don’t have access, and with whom you should be speaking. Sometimes an individual in the group plays multiple roles.
Topic Objective: To learn about the dynamics of a buying group.
Topic Outcome: An understanding of all of the players in a sale.