Where does the power hide on the way to closing the sale? Do you really understand the customer’s decision making process for the buy? If your senior technical person is going to visit the customer, is there a specific message they must deliver to help close the sale?
Develop a fully integrated game plan, complete with scripts, to successfully close your complex sales. Analyze the customer’s organization to determine where the real power lies and who has the ability to directly influence the decision. Determine the perception of key influencers and actions that must be taken NOW to resolve roadblocks to the close.