In a sale, there may be many people
involved, and they may have different “roles”. This 18-minute eSeminar investigates the
roles that exist in a Buying Process, and demonstrates that each role player has
different needs – which you must be aware of, and meet. Through a series of
audio-enabled slides, an interactive section, and an exercise, 4 main roles are
explored. We discuss their traits, what’s important to them, how to identify
them, and we end with a short discussion on influence levels.
