Influencing Your Customer In A B2B Environment
What is influencing?
Influencing successfully means getting a result which meets the needs of both you and your customer. Often called a win-win situation. It might be persuading a company to take a course of action i.e. purchase your product or use your service or it could be to persuade someone within the company of your point of view.
21st Century influencing is not forcing your views or bargaining or twisting their arm or nagging or telling and hoping that the firm will take on your viewpoint or service.
Influencing is much more subtle and requires a host of skills to be able to pull or push the customer towards your goal. It is essentially a person to person issue and needs excellent communication skills to be effective. Influencing is therefore a collection of personal skills all ...