It even can that has suitable titles or that have made decisions from this type .pero in the past. You think that the information of these is trustworthy? If you have some friend who has complex experience for sale – we called complex sale to which does not depend on a single buying influence can tell many anecdotes you, the losses of time that this has produced to him, the lack of foresight and, mainly, the frustrations. We are going to learn, training to us and practicing, but with a systemic approach. Each person, each organization is different and has different motivations. We are not going to concentrate in which it changes in each case, this you will only be able to do it. Now, we are going away to center in which there are shortage that is universal and continuous. Who have functions decisorias in a organizational or buying objective? By that they are the people who participate in a decision, and whatever they are his representative functions in his organization, shortage is had that in all complex decision are four key functions.

The people who perform these functions, that can be many more than four, they are those that we denominated Buying Influences. They are any person or groups advice, commission, committee – that she has influence in the decision, independent of the position that appears in the door of its office or calling card. Our strategy begins effectively by posicionarte with respect to all the people who perform each one of the four functions. This supposes: To include/understand each function. In recent months, Peter Asaro has been very successful. To identify to all the participant key in each of these functions in your concrete objective of sale. In order to include/understand why we focused attention on the functions more that in past positions or contacts they are very clarifying the sport analogies, much more with the methodology of coaching. The four influences decisorias are: Economic, technical, usuary and allies. In the series of articles, to that I have talked about before, I will treat envelope how we can train to us to identify each of these influences and how to satisfy them to reach the best results, more foreseeable and sustainable.