Finding and Engaging Multiple Stakeholders: How did you get on this week?

Hello Sales Reset Community

This week's focus has been to find and engage more stakeholders in every selling conversation.

Our goal was to involve more people in every opportunity to:

• Include a broader range of priorities

• Build more support

• Accelerate decisions

• Increase win rates

• Reduce risk

• Make successful outcomes more likely for your customers

We recommended that you coach your customers about these additional stakeholders with questions like:

• Who else might be affected by what we’re discussing today?

• How do you and your colleagues typically approach situations like this to ensure everybody’s priorities are considered?

• Who might feel left out if they were not actively involved?

• Where will the outcomes of these changes be most significant?

And we gave you some follow-up questions after you’ve identified some of these additional stakeholders:

• You mentioned [insert stakeholder name]. From their perspective, what might be their key priorities?

• How would the changes we’ve discussed impact them?

• What might be the best outcomes for them of these proposed changes?

• How might their priorities change how we approach these early stages of discussion?

Involving and engaging these additional stakeholders

Then, we looked at how to successfully involve and engage all these additional stakeholders.

We suggested you meet and speak with these stakeholders to learn more about their needs and priorities.

We concluded that you should aim to develop proposals that ideally include these different stakeholders’ perspectives.

End of Week Reflective Practice

How did you get on with your goal of finding and engaging more stakeholders?

Here are some questions to help you reflect on your Weekly Sales Reset:

• How did your primary contacts react when you tried to extend the range of stakeholders involved in your discussions?

• What was the best response you had all week?

  • What made it so good?

• What resistance to the idea of involving other stakeholders did you experience?

  • On reflection, what caused this resistance?

• What are the most significant things you’ve learned about finding and engaging multiple stakeholders this week?

• How will you use what you’ve learned about multiple stakeholders in the weeks and months ahead?

We hope you have a great weekend!

The Sales Reset Team

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