As a salesperson, quite possibly one of the hardest tasks you’ll face is getting an audience with a real decision maker; the person who has the true spending authority – a power buyer. And if you find yourself in front of a power buyer, your task becomes harder still, as now you must capture their attention and maintain their interest. Selling to power buyers can feel like a Herculean task, but it can be done. And it can be mastered! In this course we’re going to explain to you who the real power buyers really are, how to best navigate the power structure of any business, and we will give you some tips for when you finally get that meeting with a power buyer.

• Who are the real power buyers?
• Spotting the difference between authority and influence
• Tips and techniques when pitching to power buyers