How Much Do You Use Influence Skills in Sales?Posted on 04/09/2014 in Influence Skills
Influence skills are a core competency for salespeople, customer service personnel, and managers, yet many people never consciously think about sharpening their ability to influence customers, colleagues, and others.
Consider the key accounts that your company must protect and grow. Influence skills are critical for anyone who manages and interacts with key accounts. For example, here are some common situations that are likely to arise with key accounts, and for which your ability to influence others is crucial:
When interacting with various people at each of your key accounts:
•It does little good to develop a great value proposition for a key account if you can’t present your value proposition to the decision-makers in a clear, compelling, and persuasive manner
•Influencing a gatekeeper to help you gain access to a decision-maker
•Strengthening relationships so that one or more people at the key account become your champion
•Convincing an existing customer to make a change that would be beneficial to both of your organizations
Influencing other people and groups internally because you need their support at a key account:
•Convincing others inside your company to do something special for a key account
•Persuading one of your suppliers/vendors to provide a modified product or service in order to help you win or protect a sales opportunity at a key account
•Getting other colleagues to assist you at the key account, such as agreeing to make a joint call or presentation
For more information visit our Leading with Influence blog to see how successful influencers set themselves apart.