What is a power map and how can it improve your sales negotiation skills?

1 What is a power map?

A power map is a diagram that shows the relationships and roles of the people involved in a buying decision. It can help you understand who are the decision-makers, influencers, gatekeepers, and end-users, and how they interact with each other. A power map can also indicate the level of power, authority, and interest of each person, as well as their attitude towards your solution, using symbols, colors, or labels. A power map can help you tailor your communication, value proposition, and negotiation strategy to each stakeholder.

2 How to create a power map?

Creating a power map requires research and asking questions to gather information about the buying organization and the people involved. Sources such as LinkedIn, company websites, industry reports, referrals, and your own network can be useful. Additionally, you can ask contacts or prospects questions like who will use, benefit from, or be affected by your solution; who has the authority to approve, sign, or pay for it; who can influence the decision-makers or users; and who can block or delay access to them. Once you have identified the key players, you can draw a power map with a simple grid, matrix, or mind map. Online tools like Lucidchart, MindMeister, or PowerMapper are available for this purpose. Alternatively, you can use paper and pen. The main point is that your power map should be clear, concise, and easy to update.

3 How to use a power map?

A power map can be an invaluable tool when it comes to improving your sales negotiation skills. It can help you identify the most important stakeholders and build rapport with them, understand their needs, goals, and preferences, anticipate their objections or questions, leverage the influence of allies, neutralize resistance, and adapt your negotiation style to the personality and power of each stakeholder. Additionally, you can use a power map to track the progress and status of each stakeholder for adjusting your follow-up and closing strategy. All in all, a power map can give you the insights you need to reach a win-win outcome in a sales negotiation.

4 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?