Using a Buyers Map to Unstick Deals | Sales Strategies

Today, I want to talk to you about a process that we’ve been using with our clients that is helping them close more deals. We’re using a buyers map to help unstick opportunities that are stuck in their pipelines.

So, what is a buyers map? A buyers map is like an organizational chart on steroids. It details not only the buyers and the influencers inside the organization, but it forces you to rank them in terms of your rapport with someone, how much you trust them, and their level of influence within the buying process.

Are these the people who have the ultimate yes or no? Are they influencers from the bottom? Are they influencers from the side? How much klout do they have in the organization?

We rank people based on their influence inside the buying process, their klout in the organization, and your relationship with them to help us determine if you have strong relationships with the right people in order to influence the sale.

[bctt tweet=”A buyers map is the first place I go when I’m helping a sales rep stick a stuck deal.” username=”EngageColleen”]

Far too often, the reason a deal is stuck is because we’re limiting our communication to a single person. If we can build out their buyers map, then we can help that seller go to different people, influencers, and decision-makers inside the account to find out what’s going on and why the deal is stuck. That way, we can help get the deal moving again.

3 responses to “Using a Buyers Map to Unstick Deals | Sales Strategies

  1. Great topic today – wonder if you ever talk about “A Sellers Map or something along those lines” (I’m sure you do – maybe I’ve just missed it!). I’ve seen deals that “never seem to get done” (and come up year after year) and as a Manager/business Owner – I need to determine “why”. The answer lies in having “multiply contacts” between the Seller (our Company) and the Buyer (the target account) and NOT limiting ourselves to a “single filter” (our Seller, our Sales Representative) to effect the “close”. Selling needs to be a “Team Effort” particularly when perceived or real hurdles exist.

  2. The buyers map i very interesting. I had never thought about recording this information of each decision-making participant. Thanks

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