Ask Who Wins and Who Loses

When working with clients, you often find individuals in the client’s organization whom you consider your champion. Others may act as your detractor. Knowing who’s who is vitally important. To assess your relationships, begin by asking your immediate counterpart:

Who or what else might be affected by the development of this project?

Who might stand to gain or lose from the development of this project?

Sales Tactics – Mastering the Art and Science of Asking Effective Questions « The Edge of the Wedge.

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