Chapter 17: The Five Stakeholders You Meet in a Deal Flashcards
1
Q
Hearts before …?
A
Minds
2
Q
What are the 5 stakeholders you meet in most deals?
A
- Buyers
- Amplifiers
- Seekers
- Influencers
- Coaches
3
Q
Buyers?
A
Decision makers who can say YES or NO
4
Q
Amplifiers?
A
Stakeholders who see a problem or gap that your product can fill.
5
Q
Seekers?
A
Stakeholders sent to look for information or who do it on their own. Don’t give your leverage to a seeker!
6
Q
Influencer?
A
Stakeholder who play an active role in the buying process. They can be advocates and on your side, naysayers who are against you, or agnostic. Developing relationships with influencers is critical in complex sales.
7
Q
Coaches?
A
Insiders who are willing not only to advocate for you but to help you with insider information!
