strategic selling® from miller heiman
Strategic Selling®
focuses on prior positioning
and the strategic analysis that must precede every call. The
program teaches a no-guesswork process for discovering what you
know, what you don't know, and what you need to find out before
you meet customers.
In Strategic Selling®,
participants learn how to identify and reach the four Buying Influences present
in every sale, how to assess each one's level of receptivity (Buyer Mode), and
how to determine which Results will enable them to Win.
Working with their own current prospects and accounts,
Strategic Selling®
participants develop concrete strategies for achieving their
objectives, including an action plan (with timetables) for
making the plan happen.
What You'll Learn:
- How to position yourself with the true decision makers
- How to locate and develop effective Coaches
- How to spot the two Buyer Modes that mean a sale is
possible, and the two that you should read as, "not going to
happen"
- How to prevent sales from being sabotaged by an internal
deal-killer.
- How to distinguish between personal wins and business
Results - and avoid the danger of assuming they're the same
- How to ensure that you are positioned well with the four
different types of Buying Influences in every sale
- How to close business consistently from quarter to
quarter and avoid the "roller coaster" pattern of yearly
sales
- How to realistically forecast you sales income
- How to get to the final decision maker quickly and more
effectively than your competition
- How to utilize your limited selling time on quality
prospects and avoid "bad business"
- How to leverage your strengths to put your competition
on the defensive.
- How to guarantee repeat business and solid referrals
Who Should Attend:
- Directors of National Accounts
- Sales Representatives
- Regional Sales Managers
- Vice Presidents Sales & Marketing
- Directors of Sales
- Account Executives
Purchase the Strategic
Selling Book |
