Centers of influence
A well-known and influential person that can help the salesperson prospect and gain
leads is known as a Centers of influence. A good relationship-building salesperson will
first gain this person as a satisfied client and then ask him of her to help locate new
prospects. Accountants, bankers, lawyers, business owners, teachers, politicians, and
government officials can be good center-of-influence individuals. Salespeople can join
civic organizations and social organizations such as country clubs and fraternal organizations
to meet key community people.