The Selling Podcast
Do you want to grow your business? Looking for more sales? Trying to add new leads to your pipeline?
Mike and Scott are two experienced sales professionals with over 50 years of selling experience (and many airline and hotel points!) sharing a common goal: Sell better, Live better, and most of all...Enjoy more!
They share deep-ish thoughts (and some mediocre advice) on sales and life as they exchange stories, philosophies, experiences, insights, and random thoughts with some special guests who provide even more (and deeper) insights along the way!
Join the conversation! Email Mike (mike@thesellingpodcast.com) or Scott (scott@thesellingpodcast.com) and let them know what's on your mind!
The Selling Podcast
RELATIONSHIP MAPPING (EPISODE 2 OF TERRITORY MAPPING)
Relationship mapping inside a territory is critical to expediting sales. When constructing a relationship map, include the following:
Area Relationship Map (inside the territory)
- Who does business with who?
- Why do they do business with certain people?
- Who are the key voices in your industry?
Prospect Relationship Map (inside the account)
- Who is the decision maker?
- What is the internal dynamic of the organization like?
- Who is an influencer (often different than the decision maker)?
Relationship Map Plans
- If you stop doing business with someone, what impact will it have?
- If you start doing business with someone, what impact will it have?
- Who else is connected to your prospect?
These are some of the pieces to consider when developing your Territory Relationship Map.
Scott Schlofman
Mike Williams - Cell 801-635-7773
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