July 27, 2024
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Many peoplecan have influence over your sales. Some influencers are obvious and easy to spot. Others are less obvious, but are not less significant. If you fail to recognize and "manage" these influencers, you'll most-likely experience unexpected resistance to your sales efforts, and sometimes be wildering failure.
This is increasingly the case as you hunts huge sales, and as the number of people affected by your sale, your product or your service increases. People within your client organization have all sorts of interests and motivations that you can't control. Here, knowing who influences who can be critical if you want toget anything done at all.
So do you understand who has influence over your sales ? Do you know the nature, direction, and strength of these influences? After all, using the normal "chain of command" may not always be the best way to advance your objectives: Knowing who the real influencers are can help you determine where you should put your effort if you really want to succeed.
This is what influence mapping is all about – discovering your offer's true stakeholders (not just the obvious ones) and the influence relationships between them. This helps you target the key influencers so that you can win theresources and support you need to win your sales.
Influence maps are a natural extension of Stakeholder Analysis . Your sales's success can depend on identifying its key stakeholders and then managing the various relationships between them. Stakeholders have the power to help or hurt yourinitiatives, so stakeholder management is an important aspect of salesmanagement.
An influence map is a visual model showing the people who influence and make decisions about your sale. The map helps you understand how stakeholders relateto one-another, so that you can quickly see the way in which influencedecisions.
Remember that even the most powerful people rarely act alone. Top executives and other people in authority rely on advisers. Find out who the advisers are, and understand how they decide and operate. This can be vital to your project's success.
There are three main considerations when you construct an influence map:
1. The importance or weight of a stakeholder's overall influence (represented by the size of the circle representing that stakeholder).
2. The relationships between stakeholders (represented by the presence of lines or arrows between them).
3. The amount of influence stakeholders have over others (represented by the heaviness ofthe lines drawn between them).
Your completed influence map shows the stakeholders with the most influence as individuals with the largest circles. Lines (arrows) drawn to otherstakeholders indicate the presence and strength of influence.
Influence maps are important visual models of the key people and relationships thatimpact a project or decision. (Don't make the mistake of thinking thathierarchy or traditional lines of authority are always the routes by which decisions are made.)
Take thetime to uncover the underlying relationships and influence that keystakeholders have. With this insight, you can tap into the real sources of power and persuasion.
While this is something that people do intuitively in small sales, it's something that you'll need to do actively for larger sales.
With poWer map prototype, you can catch and capitalize levels of decision and identify stakeholders, you can complete the levels of decision, with a capacity of influence. All this analysis information is yours. Our community has accepted that you can store that kind of information.
If you do that about others, be conscious that they can do the same about you ! Because everybody can be a seller, but everybody is a buyer of something.
