Advanced Selling

Strategic Selling® with Perspective

Win complex deals with a scalable, insights-driven approach to opportunity management.

  • Onsite Instructor-led
  • Digital/E-learning

Program description

A trusted sales process to meet the changing expectations of the modern buyer. 

Strategic Selling with Perspective is considered the leading sales training program by Fortune 1000 companies around the world. We give your sellers the process and tools they need to conduct a strategic analysis for an account with multiple decision makers. By addressing customers’ business needs and personal motives, sellers uncover essential information and their reasons for buying.

Going a step beyond standard sales training programs, we combine methodology and technology in Strategic Selling with Perspective. Through this program, sellers earn the right to engage with buyers earlier and more often in the sales cycle, leading to more win-win deals.

Learning objectives

  • Apply the win fast/lose fast criteria to sales opportunities.
  • Align the selling process steps to the customer’s buying process steps.
  • Optimize selling time.
  • Allocate adequate time to keeping the sales funnel healthy.
  • List appropriate actions that minimize or eliminate red flags.
  • Describe actions to leverage strengths in a sales opportunity.
  • Define the specifics of the sale.
  • Uncover information about all players involved in a buying decision.
  • Find appropriate ways to provide perspective to each player in a sale.
  • Identify and develop coaches.
  • Identify the competitive alternatives at play.
  • Overcome challenges to reaching and building credibility with key players.
  • Synthesize key collected information into a set of possible actions to move the sale forward.

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