The key to success is learning how to focus time and energy on those opportunities most likely to become profitable, long-term customers. It gives organisations a common process and language for pursuing sales opportunities and criteria for allocating resources to determine when to walk away from resource-intensive deals with low probabilities of success. Strategic Selling® significantly improves the odds of winning complex sales opportunities. Salespeople and organisations will be equipped to evaluate their competitive position, address the business and personal motives of each decision maker in the client organisation, and differentiate their company by leveraging its unique strengths. This involves first identifying all key players in the customer’s organisation, understanding each player’s degree of influence and their reasons for buying, and uncovering essential information. Strategic Selling® provides visibility into sales opportunities, documenting plans with the programme’s Blue Sheet. The programme delivers a selling process and action plan to successfully sell solutions that require approval from multiple decision makers in the customer’s organisation. STRATEGIC SELLING ® Strategic Selling® helps organisations develop comprehensive strategies to win sales opportunities.
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