Any experienced salesperson will agree that losing a deal stings. You put in the work, made the calls, nailed the pitch… and still, the deal slipped through your fingers. Sound familiar? If you’re tired of hearing “we went with someone else”, then it’s time to ask yourself one critical question: Are you using power mapping? If not, you’re leaving money on the table.
The Harsh Truth: Sales Isn’t Just About Selling
You might think your killer presentation is enough to win deals, but here’s the truth—sales is more about strategy than just persuasion. And that strategy starts with understanding exactly who holds the power in a deal.
Power mapping is the secret weapon that top salespeople use to identify decision-makers, influencers, blockers, and champions within a business. Without it, you’re blindly pitching to the wrong people, hoping your message trickles up the chain of command. Spoiler alert: It rarely does.
Why You’re Losing Deals Without Power Mapping
You’re Talking to the Wrong People
Just because someone is friendly and willing to chat doesn’t mean they have buying power. Without a power map, you risk spending time with gatekeepers instead of decision-makers.
You Don’t Know Who’s Influencing the Deal
Even if you’re speaking with a decision-maker, there’s often a hidden influencer behind the scenes—someone who whispers in their ear and sways their choices. If you don’t identify these players early, they could derail your deal before you even see it coming.
You’re Missing Internal Politics
Every business has power dynamics. Some departments have more pull than others. Some people secretly oppose the change your solution brings. Power mapping helps you navigate these unspoken rules and avoid unexpected objections.
Your Pitch Lacks Targeted Messaging
Without power mapping, you’re using a one-size-fits-all approach, instead of tailoring your message to what matters most to each stakeholder. Decision-makers care about ROI. Influencers care about ease of implementation. Tailoring your approach based on your power map can make or break your deal.
How to Fix It – Power Mapping in 3 Simple Steps
Identify Key Players
Map out everyone involved in the decision-making process. Who has the final say? Who influences the deal? Who might block it? Understanding the power structure is the first step.
Understand Their Motives
Decision-makers, influencers, and blockers all have different concerns. Some worry about budgets, others about efficiency, and some just don’t like change. Align your pitch with their priorities.
Strategically Engage the Right People
Don’t just rely on one contact. Build relationships at multiple levels within the organisation. Find a champion who will advocate for you internally. The more allies you have, the harder it is for your competition to take the deal from you.
Stop Guessing, Start Winning
Power mapping isn’t a luxury—it’s a necessity. If you want to stop losing deals to competitors and start closing more high-value clients, it’s time to implement this strategy.
Not sure where to start? The KONA Group has helped countless sales teams master power mapping and close more deals with precision. Contact us today to learn how we can help you turn insights into action and prospects into customers.
Call KONA on 1300 611 288 or send an email to info@kona.com.au
