Every military general, every sports coach and every sales manager knows that a viable strategy carries the sale to success when the competition heats up. And, competition for sales has never been hotter. Imagine the confidence your sales people will feel when their strategies are in place so their tactics can be implemented to best advantage. Here’s what you will learn:
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| Creating A Joint Action Plan |
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When a customer’s buying plan isn’t in sync with your selling plan, sales are lost. Win by teaching your salespeople to create a Joint Action Plan for every sale that puts them both on the same path.
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| Improving Your Account List |
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Teach your salespeople to identify and sell “Plum” accounts, and leave the rest for someone else. Increased production will be your reward.
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| Accessing Financial Buyers – The Decision Makers |
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Show salespeople the “Why” and “How” of creating friends in high places. Having the Decision Maker favor their proposal puts the odds of success on their side.
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| Eliminating Your Competition - Part 1 |
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Until your salespeople learn to eliminate or neutralize incumbent competitors, they will capitalize on the advantages of incumbency including pricing tolerance, second looks, and avoiding the hassle related to changing suppliers. Asking the right questions will drive a...
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| Eliminating Your Competition - Part 2 |
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Participants learn six questions that help expose an incumbent competitor's weaknesses. A few additional questions help prospects realize their magnitude. Your unique solution, Breakthrough Proactive Services, eliminate the weaknesses and seal the deal for your company.
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| Major Account Planner (MAP) [with Glossary] |
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A Major Account Planner (MAP) for each account helps assure that the 15 pieces of essential information needed to close the sale are gathered, organized and kept close at hand.
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| Evaluating Your Positioning |
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As you work to create allies who will help you make the sale, it’s important that each of them feel a personal bond with you. As you work to learn and enter the 33 pieces of personal information on the Positioning Form, you will spot areas to strengthen the relationship and move...
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