Winning new customers – tools
Selection criteria template
“Most discussions of decision making assume that only senior executives make decisions or that only senior executives’ decisions matter. This is a dangerous mistake.”
The DMP Grid is a tool which identifies where the key decision-makers sit within a grid mechanism which takes into account the levels of influence each has over a decision, how receptive they might be to your message and their level of support for your solution.
Win-Win is a weighted mechanism constructed specifically for your business environment, which provides an accurate fix on how likely it is that your salesperson will win a piece of business.
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