The task of the coach is to lead through the sales process.

The coach: in contrast to the other roles, this one evolves during the sales process.

They do not make the final decision, however they can significantly influence the decision-makers. Since they are in charge of carefully examining the potential products, comparing them in terms of price-performance ratio, company requirements, etc., and then making recommendations or discouraging from buying.

The guardians: the so-called guardians must not be ignored.

Making them understand which benefits they would experience themselves and for their work processes is essential.

The users:Users are directly affected by the potential purchase of the product since they are going to use it.

This is why it is particularly important to know their opinion regarding the project and to convince them. They release the budget and their consent is indispensable for the purchase.

The decision-makers: the decision-makers are the key players within the sales process.

Who is the decision maker? Who releases the budget? Who is going to use the product? The Miller Heiman methodology divides the so-called purchase influencers into four categories: In addition to knowing the intention to buy, it is equally important to know the roles of the respective contact persons during the sales process.

Mostly, in a company, the direct contact is not the one taking the decision, but a group of managers, team leaders, etc. The more details the seller gains insight into the need for optimization, the more targeted he can adjust his sales strategy. This is why it is indispensable for the seller to exactly understand the problems and goals of the buyer. To make it happen, his requirements must be met and his needs covered. Customer satisfaction is the foundation of this strategy since a customer drawing an important benefit from the purchase sees it as an asset for his company.

The goal of this strategy is to build a long term business relationship instead of a one-time contract. One of the most important is the methodology developed by Robert B. There are numerous sales strategies to streamline sales workflows and drive sales processes to a successful conclusion.

Miller heiman blue sheet definitions