Strategic Selling® and Conceptual Selling® with Perspective

Program description

Strategic Selling and Conceptual Selling with Perspective helps organizations develop comprehensive strategies to win sales opportunities.

Strategic Selling with Perspective delivers a selling process and action plan to successfully sell solutions that require approval from multiple decision makers in the customer’s organization. Conceptual Selling with Perspective helps salespeople better prepare for time spent with customers. The result is purposeful meetings and win-win outcomes. This program provides the simple, repeatable structure that should be considered essential for anyone who interacts with customers.

Learning objectives

• Identify and position solutions with the true decision makers.
• Analyze each decision maker’s receptivity to change to determine whether a sale is possible.
• Close business consistently from quarter to quarter and avoid the “roller coaster” pattern of sales.
• Allocate limited selling time on quality prospects.
• Plan for every customer interaction to ensure productive use of seller and customer’s time.
• Conclude every meeting with clear actions for both sides to ensure the opportunity continues to move forward.
• Ask questions that will uncover critical information.
• Find appropriate ways to provide perspective to each player in a sale.
• Add discipline to customer meetings, so they are client focused and results oriented.
• Identify and align the selling process with where customers are in their buying process.

Skills

• Builds rapport
• Closes effectively
• Customer-focused approach
• Diagnoses needs with questions
• Effectively presents solutions
• Initiates compelling sales conversations
• Knows the buying influences
• Maintains the relationship
• Manages resistance
• Strategic planning and analysis
• Understands Buying Influencer's needs
• Understands customer needs
• Understands issues/motivations
• Understands the buying process
• Prospecting
• Qualifying
• Pre-call preparation
• Questions strategically

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