How do you build a consistent sales process to win more business?
Strategies for winning critical opportunities
“The finest high level training programme I’ve ever seen. It’s efficient, professional, a mini MBA in how to sell…”
Senior Vice President, Food Manufacturing
“An excellent well delivered & constructed course.”
Manager, Executive Recruitment Firm
Strategic Selling® helps organisations and individuals develop comprehensive strategies to win sales opportunities. Participants develop action plans to successfully sell solutions that require approval from multiple decision makers in customer organizations.
Strategic Selling® provides visibility into sales opportunities. This involves:
-
identifying all of the key players in the customer’s organization
-
understanding each player's degree of influence and reasons for buying
-
uncovering essential information which drives their buying decisions.
Participants will learn to evaluate their competitive position, differentiate their company by leveraging its unique strengths and address the business and personal motives of each decision maker in the client organization.
Strategic Selling® significantly improves the odds of winning complex sales opportunities. 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 a low probability of success. Participants learn how to focus time and energy on those opportunities most likely to become profitable, long term customers.
Choose Strategic Selling® if your company is trying to:
-
secure approval from multiple decision makers
-
navigate the internal bureaucracy of customers and prospects
-
gain more visibility into the status of important sales opportunities
-
allocate resources appropriately for large sales
-
improve team collaboration to pursue strategic opportunities
-
forecast revenue with greater accuracy
-
increase close rates for opportunities with long sales cycles
Clients who have integrated Strategic Selling® into their sales process see the best results when the process is reinforced. Learn how Strategic Selling Coaching® and Strategic Selling Funnel Management® offer organizations an on-going method to support consistent process implementation.