The Buying Group
In a complicated sale, there is often more than just one person involved. This group of individuals is called ‘the buying group’.
When selling, you need to be aware of these different players, who you are already working with, who you don’t have access to, and who you should be speaking with. Sometimes one individual is playing more than one role.
Topic Objective: Learn about the dynamics of a buying group.
Topic Outcome: Understand all of the players in a sale.