Identify Infuencers to Avoid Sabotage
					Use this as a general rule of thumb. There are basically four separate influencers to the sale. Almost all complex sales will have components of all of these. There may be more than one person in each role, and one person may play more than one role. The User Buyer. This is simply the person who will use your product. They ask, "How can this product help me to achieve my goals and assist me in my function?" The Technical Buyer. This person or persons are there for one purpose. They are there to find flaws in your product or proposal. The Economic Buyer. They release the funds. They can also release funds that have not been budgeted if they feel it is appropriate. The Coach. Aids you in the appropriate avenues to take. Develop at least one. These are not necessarily friend, but people who can guide you through a complex sales process.
			You’ve done everything right. Your customer is excited about you and your product and you feel that the sale is a given. Before you rush out and spend your commission, ask yourself this, “Have I covered all of the bases?” If you've ever felt this way and then had a sale go awry, you know exactly what we're talking about. Unless you are working in a small organization or it is a simple sale, chances are you have more than one decision maker to worry about. In today’s complex business environment, there are usually several hidden influencers that affect a sale both positively and negatively. It's important that we are able to uncover who these key players are and what the best approach is for influencing each. Remember that the key word here is covering the bases. It does not imply, nor is it recommended that in all cases you contact these people directly. Most of the time we need help to assist us in learning what the best approach is to reach these people.

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