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Knowing Your Prospect's Influencers


A prospect is listening to many different people at the same time. While you are doing your best to influence the decision, the prospect sees you as only a single input to decision-making. Prospects listen to many, with each type of influence having a different degree of trust and therefore of influence. Understanding where you stand and how to influence the influencers can help you win.
  • Written By: Olin Thompson
  • Published: November 15 2004
  • (Originally Published On:) )
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